Turning 
Him 
Down 


CREDIT  LETTERS 

PERTAINING      TO 

DECLINED  ORDERS 


THIRD      EDITION 
Thoroughly  Revised 


BY 


C*  Itatorence 


Manager  of  'cradits 

BLACKWELL-WIELANDY  BOOK  A  STAT'Y  CO. 

Saint  Louis 


Published  by 

The  Consolidated  Publishing  Co. 

Ninth  and  Olive  Sts. 
SAINT  LOUIS 


ENGLISH  > 


^Dedication 

To  MR.  A.  M.  BLACKWELL 

T  TNDER  whose  training  the 
author  has  been,  during  the 
years  in  which  these  letters  were 
written,  and  which  embody  his 
policy,  suggestions,  help  and 
encouragement,  this  book  is 
respectfully  dedicated. 


COPYRIGHT,    1907, 

BY 
CHARLES    H.     LAWRENCE 


REVISED    EDITION 
COPYRIGHT,    1907, 

BY 
CHARLES    H.     LAWRENCE 


SECOND  REVISED   EDITION 
COPYRIGHT,   1908, 

BY 
CHARLES  H.  LAWRENCE 


PREFACE. 
j* 

It  is  not  the  intention  of  the  writer  to  de- 
vote herein  any  space  as  to  the  wisdom  of 
various  credit  decisions,  but  rather  to  sug- 
gest a  method  of  expressing  them  satisfactorily 
in  letters. 

In  declining  an  order  a  credit  risk  may  be 
disposed  of  definitely,  but  is  the  prospective 
debtor  properly  made  to  understand  why  he 
is  "turned  down?"  Is  he  influenced  to  send 
a  remittance  covering  the  order  ? 

It  is  a  well-known  fact  that  a  multitude 
of  correspondence  could  be  improved  upon. 
if  sufficient  attention  were  devoted  to  the 
"rough  edges,"  which  are  prolific  of  annoy- 
ances; and  it  is  with  this  in  mind  the  author 
contributes  this  work,  not  that  the  letters 
will  be  copied  verbatim  as  form  letters,  but 
that  they  may  serve  to  suggest  desirable 
methods  of  handling  this  extremely  delicate 
phase  of  credit  correspondence  and  outline  a 
definite,  systematic  procedure. 

The  letters  offered  herein,  are  not  theo- 
retical examples,  but  copies  of  actual  corre- 
spondence, written  at  a  time  their  publica- 
tion was  not  contemplated,  and  employed 


in  the  various  transactions  which  they  repre- 
sent, with  very  satisfactory  results.  While 
quite  likely  their  diction  could  be  improved 
upon,  no  changes  have  been  attempted,  fear- 
ing a  revision  might  impair  their  value,  and 
subject  them  to  less  success  than  was  orig- 
inally accorded  them,  as  the  tendency  of  the- 
oretical letters  is  naturally  to  "talk  over  the 
heads"  of  their  recipients, 


PREFACE  TO  THE  SECOND  EDITION. 


The  author  takes  pleasure  in  making  ac- 
knowledgment of  the  great  interest  dis- 
played by  credit  managers  throughout  the 
country,  who,  by  their  generous  support,  ex- 
hausted the  first  edition  of  "Turning  Him 
Down"  within  ten  weeks  after  it  was  placed 
on  sale;  also  to  thank  those  of  the  "craft" 
who  have  assisted  in  the  work  of  revision, 
with  many  valuable  suggestions,  which  is 
deeply  appreciated. 

Respectfully, 

HENRY  C.  LAWRENCE. 

August  30,  1907. 


TURNING  HIM  DOWN 


PRICE,  $2.00 


NEW  ACCOUNTS. 


CREDIT  CORRESPONDENCE. 

I — CREDIT  is  simply  commercial  confi- 
dence, based  upon  the  apparent  stability  of 
a  prospective  debtor,  sufficient  to  meet  our 
requirements;  reliance  upon  our  own  pre- 
vious experience  with  a  given  debtor;  or 
that  of  other  creditors  to  whom  we  apply 
for  information.  There  must  be  a  definite, 
substantial  foundation  for  this  trust.  Ob- 
viously, a  certain  working  capital  is  indis- 
pensable; in  fact,  it  is  conceded  that  there 
can  be  no  safe  credit,  if  means  are  inade- 
quate, notwithstanding  rare  instances  prove 
the  contrary.  There  are,  however,  other 
essential  requisites,  i.  e.,  freedom  from 
secured  indebtedness,  integrity  and  charac- 
ter, ability,  experience  with  the  business 
which  is  being  conducted,  and  last,  but  far 
from  least,  established  paying  qualities. 

Credit  letters  are  necessarily  divided  into 
two  classes,  one  of  which  concedes  and 
the  other  denies.  Be  the  decision  one  of 
concession,  or  one  of  denial,  the  consequen- 
tial letter  should  be  couched  in  careful 


12  TURNING    HIM     DOWN 


language,  with  the  utter  absence  of  abrupt- 
ness; otherwise  there  might  be  conveyed 
improperly,  an  indifferent  regard  for  the  ac- 
count. 

II. — When  the  credit  risk  of  a  new  account 
is  favorably  determined,  a  brief  acknowl- 
edgment, 1,  2,  3,  establishes  matters  pleas- 
antly, unless  there  has  been  lengthy  delay; 
and  I  might  add,  there  should  be  no  tedious 
delays  in  the  credit  department;  in  pref- 
erence thereto,  we  should  frankly  take  up 
the  matter  with  a  prospective  customer  and 
explain  the  cause  of  our  inquiry,  seldom  of- 
fending. If  it  is  apparent  that  the  approval 
of  an  order  will  be  tardy,  awaiting  reports 
not  at  hand,  4,  5,  6,  7,  8  will  usually  prove 
more  satisfactory,  than  holding  it  without 
advice,  although  some  would  prefer  writing 
as  in  9;  if  the  debtor  is  reliable,  and  entitled 
to  credit,  he  has  been  written  to  in  such  a 
manner  as  will  encourage  him  to  answer, 
and  our  acknowledgment  in  such  instances, 
10  or  11,  should  establish  matters  on  a  per- 
fectly cordial  basis. 

III. — A  new  account,  with  a  self-knowl- 
edge of  his  financial  ability,  will  send  a 
small  order,  without  information,  presuming 
the  creditor  should  be  in  a  position  to  know 


TURNING    HIM     DOWN 13 

that  he  is  good.  If  the  order  is  small,  and 
from  the  meagre,  primary  reports,  it  is  ap- 
parent that  the  investment  of  the  prospect- 
ive debtor  is  a  substantial  one,  we  may  de- 
cide favorably  as  in  12 ;  in  other  words,  haz- 
arding a  nominal  amount  in  preference  to 
jeopardizing  a  possibly  promising  account, 
and  at  the  same  time,  preventing  a  second 
order  until  the  credit  risk  may  be  adjudged- 

Definite  Declinations. 

IV. — In  the  great  majority  of  new  ac- 
counts to  be  declined,  however,  we  have  be- 
fore us  definite  reasons  of  what  we  deter- 
mine to  be  an  impairment  of  credit;  upon 
which  we  base  our  refusal  to  grant  credit 
at  all,  or  only  up  to  a  certain  point  or  limit. 
These  letters,  declining  business  on  open 
account,  and  in  turn  soliciting  it  upon  a 
cash  basis,  require  careful  diction,  exact  ex- 
pression, and  courtesy,  giving  detailed  rea- 
sons for  our  action;  and  while  dictated  to 
avoid  offending,  should  not  weakly  convey 
our  decisions.  The  explanations  should  be 
earnest,  and  full  of  common  sense.  When 
an  order  cannot  be  filled  upon  regular  terms, 
it  does  not  necessarily  follow  that  the  busi- 
ness is  lost.  Tactful  letters,  embodying 
subtle  suggestion,  may  secure  a  remittance, 


14  TURNING    HIM    DOWN 


or  security.  In  this  connection  it  will  be 
noted  throughout  the  letters  submitted,  that 
stress  is  laid  upon  the  fact  that  in  all  per- 
sonal respects  the  declined  one  is  well 
spoken  of  (including  the  salesman,  if  the 
order  was  sent  in  by  him),  basing  the  de- 
cision upon  other  causes,  which  are  cited ; 
thus  conveying  the  idea  that  we  do  not  ques- 
tion his  intentions  in  the  difficulties  which 
apparently  confront  him.  It  will  also  be 
noted,  that  the  term  "Commercial  Agencies" 
is  omitted  in  the  letters  herein  suggested, 
as  it  frequently  angers  the  prospective  debt- 
or, when  mentioned  as  having  given  us  un- 
favorable information.  Inasmuch,  as  it  is 
nine-tenths  of  the  battle,  we  should  try  and 
keep  our  correspondent  in  a  good  humor, 
and  not  permit  him  to  drift  upon  a  discus- 
sion of  his  likes  and  dislikes,  but  rather  try  and 
mould  him  to  understand,  that  we  are  not 
unreasonable  in  desiring  from  him  satis- 
factory information,  cash  or  security.  It 
must  be  borne  in  mind  that  the  experi- 
ence of  being  "turned  down"  is  not  a  new 
one  with  the  prospective  debtor,  not  enti- 
tled to  credit.  He  has,  no  doubt,  been  re- 
fused credit  previously;  hence,  compelled 
to  buy  on  a  cash  basis,  he  naturally  will  deal 
with  the  one  who  offends  him  least.  If  he 
can  be  told  in  an  adroit  manner,  of  the  cor- 


TURNING    HIM    DOWN  15 

rectness  of  the  position  assumed,  or  en- 
couraged into  remitting  as  a  method  of 
establishing  his  credit  as  .a  payer,  usually 
he  is  quite  tractable.  Should  we  have  made 
a  mistake,  inasmuch  as  we  have  left  the 
salesman  in  the  "clear,"  we  have  not  de- 
stroyed his  usefulness  at  some  future  time, 
when  he  will  have  an  opportunity  of  talk- 
ing matters  over  satisfactorily,  and  thus  dis- 
pose of  all  feeling,  which  possibly  may  have 
been  treasured  against  the  credit  depart- 
ment 

V.— In  the  matter  of  a  salesman's  order, 
we  should  obtain  not  a  little  assistance  from 
our  traveler.  The  relations  of  a  credit  de- 
partment and  the  salesman  should  be  cor- 
dial and  reciprocal,  working  one  with  the 
other;  it  means  a  high  standard  of  accounts. 
The  salesman  should  be  satisfied  thoroughly 
of  the  wisdom  exercised  in  each  order  de- 
clined. He  should  have  carbon  copies  of 
all  letters  sent  to  the  declined  one;  should 
be  appealed  to  for  suggestions,  so  far  as 
circumstances  will  permit.  Naturally,  the 
salesman  is  the  antithesis  of  the  credit  man. 
The  former,  in  his  enthusiasm,  pushes  his 
sales  to  the  top  notch,  without  adequate 
means  of  discriminating  the  good  from  the 
bad  or  doubtful ;  while  the  latter,  equipped 
with  modern  reporting  systems,  permits 


16  TURNING    HIM     DOWN 


sales  to  rise  only  so  far  as  is  compatible 
with  business  prudence.  The  syncrisis, 
however,  is  not  discreditable  to  the  salesman. 

Limited  Capital. 

VI. — We  will  now  explain  to  the  new 
account,  with  limited  capital,  why  his  order 
is  held,  13,  and  at  the  same  time  apprise 
the  salesman  of  our  action,  14  or  15,  enclos- 
ing a  carbon  copy  of  13  with  our  letter.  In 
13  we  do  not  state  plainly  that  we  under- 
stand his  capital  is  insufficient  for  credit 
favors,  but  rather  intimate  lack  of  knowl- 
edge on  that  score ;  perhaps  others  would 
prefer  declining  as  in  16,  17  or  18.  It  may 
be  argued  .as  ridiculous  to  require  a  state- 
ment of  the  small  dealer,  who,  nine  times 
out  of  ten,  little  realizes  the  importance  of 
an  absolutely  correct  showing;  in  fact,  he 
is  seldom  competent  to  make  a  satisfactory 
financial  explanation  of  his  affairs.  Expe- 
rience, however,  has  clearly  proven  that  the 
assumption  of  the  creditor  that  a  satisfac- 
tory statement  will  be  forthcoming,  com- 
monly causes  a  "careless"  remittance,  in 
preference  to  making  a  statement  Usually. 
the  investment  with  limited  capital  is  fre- 
quently changing  hands,  and  in  declining 
the  newcomer,  who  ,it  appears,  is  no  better 
off  financially,  experience  with  the  prede- 


TURNING    HIM    DOWN  17 


cessor  will  sometimes  permit  us  to  easily 
explain  our  decision,  as  in  19.  In  the  matter 
of  prospective  city  accounts,  with  small  cap- 
ital, where  we  may  have  an  opportunity  of 
talking  matters  over  with  them,  the  simple 
request  of  the  credit  department  to  call,  with- 
out specific  explanation  in  the  letter,  is  scarce- 
ly as  satisfactory  as  20. 

Heavy  Indebtedness. 

VII. — Liabilities  out  of  proportion  to  a 
given  capital,  usually,  though  not  always, 
imply  tardy  payments,  to  say  nothing  of  the 
likelihood  of  the  indebtedness  being  secured 
in  some  manner,  whether  of  record  or  not. 
It  accordingly  behooves  us  to  inquire  care- 
fully into  the  matter,  21  or  22,  ascertaining, 
if  possible,  whatever  details  we  can  from 
the  one  reported  carrying  the  indebtedness, 
23.  When  we  learn  of  past-due  accounts, 
it  is  usually  preferable  to  decline  on  those 
grounds. 

Past  Due  Accounts. 

VIII. — The  slow  paying  customer  will 
usually  respond  with  remittance  to  24  or  25 
(see  also  XXVIII. ),  and  explain  the  condi- 
tions as  they  are  with  him,  realizing  that 
his  credit  has  become  impaired,  and,  there- 
fore, anxious  to  rehabilitate  his  standing. 


18  TURNING    HIM    DOWN 


He  will  frequently  remit,  and  endeavor  to 
show  that  he  has  recovered,  especially  as 
we  intimate  such  to  be  the  case.  If  the  con- 
templated credit  is  a  large  one  he  may  rely 
upon  his  bank,  as  suggested;  at  any  rate, 
the  letter  referred  to  has  been  applied  suc- 
cessfully, to  a  great  number  of  cases,  fortu- 
nately, seldom  offending;  and  even  when 
it  does  cause  irritation,  the  debtor  is  in  such 
shape,  no  doubt,  as  to  preclude  the  possibil- 
ity of  any  letter  being  satisfactory.  It  will 
be  noted  in  24  and  25  we  have  not  requested 
remittance,  as  we  do  in  26.  A  copy  of  either 
letter  is  sent  to  the  salesman,  with  a  re- 
quest for  additional  information  and  refer- 
ences. 

Character  and  Ability. 

IX.— As  regards  character,  of  course,  re- 
lying upon  such  information  as  comes  to  us, 
we  cannot  successfully  take  up  the  matter 
with  the  prospective  debtor.  The  same  is 
partially  true,  to  a  large  extent,  regarding 
ability. 

Chattel  Mortgages. 

X.— Declining  an  account  because  of  a 
chattel  mortgage,  a  letter  requesting  secur- 
ity, rather  than  remittance,  is  preferable, 
especially  if  the  order  is  a  fair-sized  one, 
27,  28,  29.  However,  30  suggests  the  latter. 


TURNING    HIM    DOWN 19 

XL — In  the  matter  of  city  accounts,  as 
in  20,  we  dispose  of  it  somewhat  similarly 
in  31. 

Second  Letters- 
(First  Without  Reply.) 

XII. — If  our  first  letter  declining  an  ac- 
count remains  unanswered  within  a  reason- 
able time,  we  write  again,  inquiring  as  to 
a  disposition  of  the  matter  (see  letter  32)  ; 
paragraph  A,  with  32,  in  the  case  of  limited 
capital ;  paragraph  B,  with  32,  for  the  one 
with  past  due  accounts;  paragraph  C  with 
32,  in  chattel  mortgages ;  or  we  may  pre- 
sume, 33,  that  our  first  letter  miscarried. 
We  may  express  surprise,  34,  in  not  receiv- 
ing an  answer.  It  is  seldom  profitable  to 
write  again,  if  the  second  letter  is  unan- 
swered. 

Replying  to  Answers. 
(Of  Our  First  Letters.) 

XIII. — In  the  great  majority  of  cases, 
however,  we  obtain  replies  to  our  first  let- 
ters, declining  the  business.  Some  will  can- 
cel; others  will  remit  without  any  informa- 
tion ;  a  number  will  remit  and  give  all  the 
details  requested,  in  order  to  establish  credit 
on  future  orders ;  while  some  will  comply 
with  our  requirements,  but  omit  remittance. 


20  TURNING    HIM    DOWN 


UNFAVORABLE  REPLIES. 

Our  answers  to  these  letters  divide  them- 
selves into  two  classes — those  in 'which  we 
maintain  our  first  decisions,  and  others, 
wherein  we  announce  our  approval  upon 
second  consideration.  In  the  former  we 
may  include,  in  again  declining,  those  with 
nominal  means,  35,  36,  37,  38,  39  or  40.  With 
the  account  having  disproportionate  indebt- 
edness, we  likewise  maintain  our  first  dispo- 
sition, 41  or  42 ;  and  with  the  one  with  past 
due  accounts  reported  against  him,  43  or 
43A-  The  hazardous  account,  with  a  chat- 
tel mortgage,  we  answer  further,  as  in 
44,  45  or  46.  In  case  unsatisfactory  security 
is  offered,  we  again  decline,  47,  preferring 
an  absolute  indemnity.  Sometimes  the 
mortgagor  will  prevail  upon  the  mortgagee 
to  write  us  .speaking  well  of  <-him,  and  rec- 
ommending that  we  •  grant  him  a  line .  of 
credit.  In  such  an  instance,  48  is  distinctly 
in  order. 

XIV. — Occasionally,  we  are  offered  a 
guarantor,  and  upon  attempting  to  verify 
the  security,  we  are  compelled  to  write  the 
pending  risk,  as  in  49. 

If  we  take  the  precaution  of  securing  an 
account,  naturally  we  should  be  careful  not 
to  commit  any  act  which  might  be  construed 


TURNING    HIM     DOWN 21 

as  releasing  the  guarantor.  For  instance, 
in  accepting  a  partial  payment,  on  account, 
we  explain,  50,  our  willingness  to  grant  an 
extension  on  the  balance,  but  request  the 
consent  of  the  endorser;  a  copy  of  our  let- 
ter should  also  be  sent  to  the  latter.  If 
without  prompt  reply,  we  notify  the  guaran- 
tor of  our  draft  on  him,  and  if  the  paper  is 
returned,  without  direct  advice  from  him, 
we  may  prefer  writing  as  in  51,  before  re- 
sorting to  an  enforced  collection. 

XV. — When  there  is  ;a  reasonable  doubt 
in  our  minds,  as  to  the  wisdom  of  declining 
an  order,  we  may,  in  some  instances,  sug- 
gest a  division  of  the  risk,  as  in  52,  53  or 
54,  such  a  compromise  usually  being  ac- 
cepted. 

XVI. — When  references  are  sent  us,  it  is 
desirable  to  promptly  acknowledge  their 
receipt,  55,  and  later  inform  as  to  our  de- 
cision. Should  the  references  be  unsatis- 
factory, frequently,  we  will  find  the  matter 
disposed  of  before  they  are  received-  When 
banks  or  attorneys  are  given  as  references, 
to  the  exclusion  of  merchandise  creditors, 
we  may  deem  it  advisable  to  write  56. 

XVII. — Occasionally  we  encounter  the 
contentious  one,  who  pretends  he  did  not 


22  TURNING    HIM    DOWN 


receive  any  advice  from  us  concerning  his 
order;  in  fact,  while  highly  improbable,  it 
may  be  that  the  first  letter  actually  miscar- 
ried. We  accordingly  write  as  in  57,  or 
more  at  length  in  58,  it  being  necessary  to 
decline,  as  in  the  first  instance. 

XVIIL-^-Returning  to  the  one  who  can- 
cels, we  write  again,  59,  60,  61,  or  62,  drop- 
ping the  matter  if  without  reply.  We  have 
in  mind,  however,  securing  a  very  satisfac- 
tory statement  from  one  who  cancelled  his 
order  upon  receipt  of  our  first  request  for 
a  statement,  later  reinstating  it  in  answer 
to  63 ;  a  long  letter,  'tis  true,  but  it  was  the 
foundation  of  a  plain  understanding,  and  the 
account  has  since  been  an  exceptionally 
good  one  with  us. 

XIX. — The  dealer  with  a  small  invest- 
ment, or  chattel  mortage,  may  be  replied 
along  similar  lines  to  64. 

FAVORABLE  REPLIES. 

XX. — We  now  come  to  that  correspond- 
ence from  the  customer,  which  causes  us  to 
change  our  first  opinion  of  the  contemplated 
credit  risk;  or  those  which  are  secured,  or 
remitted  for,  enabling  us  to  make  shipment. 
The  one  who  remits,  without  information, 


TURNING    HIM     DOWN  23 

is  more  or  less  of  a  problem-  If  we  write 
him,  when  apparently  he  makes  no  unfav- 
orable comments,  we  may  not  be  exercis- 
ing the  best  of  judgment.  He,  no  doubt,  is 
accustomed  to  just  such  transactions,  and 
inasmuch  as,  apparently,  we  have  not  se- 
riously displeased  him,  why  do  more  than 
acknowledge  receipt  of  the  remittance?  It 
is  likely  he  will  accompany  his  future  orders 
with  cash.  As  for  the  "tardy"  one,  who  re- 
mits, and  enters  into  explanation,  as  a  rule, 
we  may  write  him  as  in  65. 

XXI. — The  one  credited  with  but  limited 
capital  may  admit  the  fact,  and  yet,  with  a 
statement  of  other  facts,  it  is  decided  to  as- 
sume the  risk,  66  or  67.  References  may 
have  been  given,  which,  replying  satisfac- 
torily, we  advise  of  shipment,  68  or  69.  The 
account  with  heavy  indebtedness  likewise 
explains  satisfactorily,  and  concluding  to 
make  shipment,  70  may  dispose  of  the  mat- 
ter. 

XXII. — The  one  with  past  due  accounts 
reported  against  him,  naturally  .admits  the 
situation,  usually  pleading  difficulties  now 
passed;  present  conditions  improved;  ex- 
presses an  ability  to  meet  future  accounts, 
and  gives  references  to  show  these  matters 
are  now  having  proper  attention.  Not  in- 


24 TURNING    HIM     DOWN 

frequently  it  is  claimed  that  an  unfair  cred- 
itor has  placed  the  account  in  an  attorney's 
hands,  and  being  one  of  dispute,  is  no  re- 
flection upon  him,  nor  a  criterion  of  the 
manner  in  which  he  meets  his  accounts,  as 
in  71,  72  or  73. 

XXIII. — Now  and  then  we  receive  a  re- 
mittance, with  an  explanation,  which  dis- 
closes positively  that  we  have  been  misled. 
In  filling  the  order,  74  or  75  (see  also 
XLIX),  we  should  endeavor  to  "square" 
ourselves,  and  usually  succeed.  In  these  in- 
stances prompt  inquiries  enable -us  to  verify 
the  statements  made  us,  and  revised  infor- 
mation should  be  .at  hand,  when  a  further 
order  is  received ;  consequently,  having  re- 
ceived payment  of  the  first  order,  74  or  75 
places  us  in  no  position  of  risk-  In  such  an 
instance,  one  who  cancels  may  be  induced 
to  change  his  mind  by  76.  Then  again  we 
have  the  one  who,  smarting  under  an  ap- 
parent injustice,  demands  of  us  the  source 
of  damaging  information.  In  refusing  to 
divulge  this,  few  will  take  exception  to  77. 

XXIV.— In  "letting  him  down  easy,"  78, 
we  dispose  of  the  one  whom  we  have  rea- 
son to  believe  should  send  "cash  with  or- 
der ;"•  and  usually  he  will  do  so,  preferring, 
nine  times  out  of  ten,  to  deal  with  the  one, 


TURNING    HIM    DOWN  25 


who  apparently,  is  endeavoring  to  dispose 
of  credit  obstacles,  expecting  eventually  to 
buy  of  him  upon  open  terms,  rather  than 
of  one  who  makes  a  cold  demand  for  remit- 
tance, "because  you  are  not  entitled  to 
credit." 

XXV. — A  guarantor  of  a  specific  bill,  may 
be  influenced  into  a  "blanket"  guarantee, 
covering  an  account  to  a  certain  limit,  79, 
thereby  enabling  the  filling  of  other  orders 
(see  also  88). 

XXVI. — Rare,  indeed,  is  it  possible  to 
fill  orders  for  accounts  having  chattel  mort- 
gages, and  yet,  cases  do  occur,  when  it  is 
done  successfully,  regardless  of  the  decla- 
ration, that  it  is  a  close  "analogy  to  "insuring 
a  burning  house."  «A  salesman,  in  selling 
such  an  order,  makes  exhaustive  inquiries, 
and  sometimes  their  verification  and  addi- 
tional information  from  the  prospective 
debtor  himself,  enables  a  short  time,  limit- 
ed credit.  We  have  in  mind,  80,  who  has 
since  paid  off  the  mortgage,  and  is  doing 
very  well  indeed.  We  realize,  however, 
that  the  only  safe  method  grants  no  credit 
to  any  account,  absolutely  covered  by  a 
mortgage. 


26  TURNING    HIM    DOWN 


Inquiry  Before  Ordering. 

XXVII — An  inquiry  is  sometimes  made 
by  a  new  firm,  previous  to  sending  in  an 
order,  as  to  whether  or  not  it  will  be  ap- 
proved. Usually,  such  a  correspondent  is 
easily  induced  to  give  us  the  necessary  in- 
formation, 81  or  82,  if  we  are  unable  to  ob- 
tain data  otherwise. 


Pleading  Urgency. 

XXVIII. — An  order  for  specially  season- 
able goods,  received  very  late,  with  but  a 
short  interval  for  their  sale,  naturally  re- 
quires immediate  disposition;  an  excellent 
method  is  to  wire,  and  follow  the  telegram 
with  a  letter,  as  in  83  (see  also  25,  47) ;  there 
is  something  in  a  telegram,  to  arouse  one  to 
immediate  action,  and  usually  the  remit- 
tance is  sent  before  our  letter  is  received. 
•The  implication  is,  that  inasmuch  as  the  one 
to  whom  the  order  is  sent,  scarcely  has  time 
to  make  shipment,  that  it  would  be  impos- 
sible to  place  it  elsewhere,  and,  rather  than 
chance  a  disappointment,  the  remittance  is 
forthcoming,  nine  times  out  of  ten.  Of 
course,  it  will  be  noted  that  our  letter  em- 
bodies the  reasons  which  caused  non-filling 
of  the  order  on  regular  terms. 


TURNING    HIM    DOWN  27 

Complaint  of  Delay. 

XXIX. — A  new  account,  complaining  of 
delay,  is  usually  satisfied  by  a  frank  explana- 
tion of  the  circumstances,  84,  although 
others  might  prefer  subterfuges,  84A,  such 
,as  "holding  the  order  to  make  complete 
shipment,  it  being  the  first  order,"  "unusual 
press  of  orders  having  delayed  shipment," 
or  a  hundred  and  one  others,  although  none 
probably  so  satisfactory  as  84. 

DECLINING  SECOND  ORDERS. 

XXX.— The  declined  one,  who  "favors" 
us  with  another  order  in  ,a  few  weeks,  or 
months,  as  the  case  may  be,  we  decline  as 
in  the  first  instance,  adding,  "We  wrote  you 
along  these  same  lines,  seeking  this  infor- 
mation last  June,  but  did  not  hear  from  you 
in  reply,"  etc. 

XXXI — We  now  come  to  those  accounts, 
with  whom  we  have  enjoyed  business  rela- 
tions previously;  with  whose  affairs  we  are 
more  or  less  familiar. 


28  TURNING    HIM    DOWN 


OLD  ACCOUNTS. 


The  Limited  Account. 

XXXII. — We  will  not  argue  the  advis- 
ability of  an  account  having  been  opened 
upon  a  limited  basis  of  "moral  risk,"  but 
rather  treat  of  the  disposition  of  subsequent 
orders  to  be  declined,  because  of  exceeding 
a  small  line  of  credit,  placed  thereon  when 
the  account  was  opened.  Perhaps,  and  not 
at  all  unlikely,  the  promise  was  voluntarily 
made,  of  discounting  the  first  bill;  in  this 
instance,  85,  is  not  at  all  undesirable,  writ- 
ing 86  as  a  second  reply  if  necessary.  We 
may  desire  to  intimate  to  an  account  with 
a  larger  credit  limit,  that  an  order  just  re- 
ceived, while  approved,  is  the  complement 
of  an  understood  line  of  credit,  87,  inci- 
dentally suggesting  a  remittance  on  ac- 
count. 

XXXIIL— When  the  limit  of  a  guarantee 
has  been  reached,  or  has  been  applied  to 
specific  bills,  88,  explains  the  situation  (see 
also  79  and  XXV.). 

XXXIV. — An  implied  credit  limit  is 
shown  in  89,  while  90  is  more  definite. 


TURNING    HIM    DOWN  29 


XXXV. — As  for  the  slow  account,  we  can 
easily  explain  the  necessity  of  a  credit  limit 
as  in  91. 

XXXVL — Explanations  in  greater  detail 
are  undoubtedly  necessary  in  holding  the 
larger  account  to  a  certain  limit,  as  in  92, 
93,  94,  95  or  96. 

XXXVII.— As  a  rule,  the  limited  account 
will  render  a  financial  showing,  which,  how- 
ever, seldom  improves  the  situation ;  con- 
sequently, the  first  decision  is  maintained 
and  carefully  explained  further,  97;  or  we 
may  be  convinced  of  the  wisdom  of  "a  com- 
promise," as  in  98,  99  or  100. 

Orders  From  Our  Delinquents. 

XXXVIII. — Past  due  .accounts  show  one 
or  more  of  a  number  of  very  important  sit- 
uations; it  may  be  that  an  unusual  expense 
is  consuming  the  investment;  possibly  the 
debtor  is  a  poor  collector,  and  is  accumu- 
lating bad  accounts;  perchance  is  becoming 
overstocked  through  reckless  buying;  or  is 
making  disastrous  outside  investments.  Any 
of  these  will  cause  an  increase  of  his  past- 
due  indebtedness  to  his  merchandise  cred- 
itors, and  will  require  looking  into  very 
carefully  at  any  time,  but  especially  so  when 


30 TURNING    HIM    DOWN 

an  additional  credit  is  under  consideration, 
101.  We  might  approve  the  order,  remind- 
ing the  delinquent  that  we  expect  better  at- 
tention to  maturities,  102  or  103,  or  by  men- 
tioning the  past  due  account  in  conjunction 
with  the  order  we  imply  that  it  is  being 
held,  104  or  105. 

XXXIX. — It  is  contended,  however,  and 
in  many  cases  quite  rightfully,  that  when 
we  have  anything  to  say  to  a  delinquent, 
paraphrasing  Jay  Cooke's  famous  expres- 
sion, "we  should  say  it;"  in  this  case,  for 
instance,  106,  107,  108,  109,  110,  111,  112. 
113,  114,  115,  116  or  117.  We  might  modify 
these  last  letters,  as  in  118,  or  still  further 
in  119. 

XL. — As  for  the  customer  already  owing 
us,  who  sends  us  an  order,  and  expresses 
apprehension  regarding  its  being  filled,  we 
decline  as  in  120. 

Answering  Our  Delinquents- 

XLJ. — Our  answers  to  replies  of  these  let- 
ters will  naturally  depend  upon  the  char- 
acter of  their  contents.  As  a  rule,  the  de- 
linquent will  reply  to  our  letter  with  remit- 
tance, for  all  (a),  or  in  part  (b),  and  request 
shipment  of  his  order;  although  not  infre- 


TURNING    HIM    DOWN  31 

quently  the  debtor  becomes  offended  and 
will  either  answer  tartly  and  cancel  (c),  or 
not  at  all  (d).  A  few  will  respond  in  good 
feeling,  with  no  remittance,  but  with  more 
or  less  reasons,  urging  the  forwarding  of 
the  order  (e).  Thus  we  have  five  possible 
dispositions  to  make,  subsequent  to  our 
first  letter  to  delinquents.  Naturally,  the 
first  (a)  having  met  our  views,  we  make 
shipment,  recommending  that  better  atten- 
tion be  given  to  maturities  in  the  future. 
In  receiving  a  fair-sized  remittance  on  ac- 
count (b)  we  may  conclude  to  ship,  as  in 
121.  In  the  third  instance  (c),  wherein  we 
have  to  deal  with  the  querulous  one,  we  may 
decide  to  obtain  settlement  of  the  account, 
and  close  it  on  our  books;  or  in  preference 
thereto,  explain  in  good  temper,  and  in  more 
detail,  along  the  same  lines  as  our  first  com- 
munication, 122  or  123. 

XLII.— If,  in  response  to  a  first  letter,  we 
receive  no  reply  whatever  (d),  it  is  usual- 
ly productive  of  results  to  enclose  a  copy  of 
the  original  letter,  together  with  a  brief 
note  explaining  that  no  reply  has  been  re- 
ceived, .and  requesting  early  attention.  If 
neglected  further  by  the  debtor,  naturally, 
the  matter  devolves  upon  the  collection  de- 
partment to  collect  the  outstanding  account, 
the  order  being  filed  away. 


32  TURNING    HIM    DOWN 


XLIII. — We  are,  however,  always  con- 
fronted with  the  debtor  (e)  who,  while  ad- 
mitting inability  to  remit  on  account,  ex- 
pects us  to  accommodate  him  further,  not 
alone  on  his  present  indebtedness,  but  also 
to  increase  it.  Seldom  as  it  may  be  done, 
we  may  be  convinced,  as  in  124  (see  also 
103),  that  tardy  collections  with  him  are 
due  to  ephemerally  abnormal  conditions 
.and  that,  in  a  short  time  settlement  will  be 
forthcoming.  Or,  adhering  to  our  first  de- 
cision, we  may  write,  as  in  125  (see  first 
letter  116),  and  have  the  salesman  reinforce 
it  as  in  126  (see  first  letter  116).  It  is  an 
excellent  idea  to  suggest,  as  in  127,  128  or 
129,  a  method  of  getting  in  better  shape, 
exercising  care  that  settlement  is  soon  .at 
hand,  130. 

Previously  Unsatisfactory  Accounts. 

XLIV. — Intimately  associated  with  the 
delinquent,  is  the  account  who  owes  us 
nothing,  but  whose  last  settlement  was  ac- 
complished either  through  attorneys,  or,  at 
least,  with  difficulty.  Usually,  the  attempt 
to  reopen  the  account  is  made  by  sending 
a  small  order  by  mail,  a  "feeler,"  as  it  were, 
as  will  be  noted  in  131,  132,  133,  134  or  135, 
It  may  be  considered  desirable  to  write  more 
at  length,  as  in  136  or  137.  Should  we  be 


TURNING    HIM    DOWN  33 


influenced  to  grant  a  new  line  of  credit  to 
an  account,  previously  slow  but  once,  we 
may  again  decline  the  chronic  one,  as  in 
138.  Sometimes  he  makes  inquiry  directly 
or  indirectly,  as  to  his  present  credit  stand- 
ing with  the  one  whose  account  was  cared 
for  unsatisfactorily,  139. 

Permanently  Closing  the  Hazardous  Ac- 
count. 

XLV. — An  account  will  sometimes  lapse, 
and  after  an  interval,  send  us  an  order.  Our 
previous  relations  may  have  been  entirely 
satisfactory,  but  late  information  indicates 
the  fact  that  he  has  since  fallen  behind,  as 
in  140. 

Re-establishing  Closed  Accounts- 

XLVL— In  reopening  a  previously  unsat- 
isfactory account,  if  the  debtor  is  written 
to  properly,  141,  it  will  assist  materially  in 
having  it  progress  satisfactorily. 

Declining  Orders  Ready  for  Shipment. 

XLVTI. — Rarely,  we  approve  an  order 
upon  first  reports,  which  are  satisfactory, 
which  later  reports  do  not  substantiate,  re- 
quiring 142,  and  if  subjected  to  criticism, 
143,  may  satisfactorily  explain  our  position 
(see  also  25). 


34  TURNING    HIM    DOWN 


As  to  Impossible  Concessions. 

XLVIII. — Occasionally  we  encounter  that 
merchant  who  demands  of  us  some  special 
concession,  which  we  conclude  not  to  .allow ; 
for  instance,  144.  Should  cancellation  fol- 
low, 145  may  influence  reinstatement  of  the 
order ;  at  least,  we  have  sensibly  maintained 
our  decisions.  As  to  the  one  who  becomes 
"uneasy"  regarding  the  anticipated  outcome 
of  a  season,  after  shipment  of  his  order,  and 
hints  that  he  will  accept  the  goods,  but  will 
require  an  understanding,  that  he  is  to  have 
the  privilege  of  returning  the  unsold  por- 
tion, we  write  as  in  146. 

Regaining  An  Account. 

XLJX. — Infrequent  as  it  is,  we  are  some- 
times confronted  with  a  situation  arising 
from  being  misled  by  credit  information. 
Occasionally,  an  account  thus  lost,  offers  an 
opportunity  of  writing  him  as  in  147-  If 
the  man  is  a  sensible  business  man,  we  are 
often  enabled  to  make  a  fresh  start  (see 
also  XXIII).  Undoubtedly,  there  are  many 
other  situations  which  may  arise  in  the  dis- 
positions of  orders  sent  us,  but  in  the  main, 
the  foregoing  examples,  in  a  broad  sense, 
cover  them. 


TURNING    HIM    DOWN  35 


1. 

Your   order  given  our  Mr ,  on  the  - 

inst.  goes  forward  today,  having  had  our  imme- 
diate attention.  We  thank  you  for  the  business, 
and  hope  you  will  favor  us  further  with  your 
mail  orders  between  his  regular  trips. 

You  will  always  find  our  care  and  promptness 
in  filling  your  orders  very  desirable — in  fact,  we 
will  endeavor  to  have  our  service  at  all  times 
indicate  to  you — "This  is  the  place."  Please  let 
us  hear  from  you  again. 

Very  truly  yours, 

2. 

You  will  please  accept  our  thanks  for  your 

handsome  order  given  pur  Mr ,  which  is 

having  our  best  attention  and  will  go  forward 
at  once. 

Your  selection  seems  a  very  desirable  one 
throughout  the  bill,  and  we  know  you  will  do 
well  with  it.  During  the  next  two  or  three 
months  you  will  order  "hurry  up"  items  for  your 
holiday  trade,  and  we  want  you  to  bear  us  in 
mind  and  use  our  catalogue.  Any  orders  you 
may  send  us,  as  suggested,  will  go  forward 
the  day  received.  We  have  a  system  that  recog- 
nizes the  importance  of  quick  delivery  during 
the  holiday  season,  etc. 

3. 

Your  first  order  is  at  hand,  for  which  we  thank 
you;  it  will  have  our  immediate  attention  and  go 
forward  in  accordance  with  shipping  instruc- 


36  TURNING    HIM    DOWN 


tions.  We  know  now  that  a  beginning  has  been 
made,  that  our  relations  will  be  not  only  agree- 
able, but  permanent;  and  as  our  transactions 
grow  in  number  and  volume,  our  acquaintance 
will  ripen  into  mutual  esteem  and  regard. 

With  this  end  in  view,  we  will  spare  no  ef- 
fort to  give  satisfaction  at  all  times,  and  hop- 
ing we  shall  frequently  have  the  privilege  of 
serving  you,  we  are, 


We  have  your  order  of  the  inst.,  which 

will  amount  to  $ ,  and  while  we  have  writ- 
ten the  references  you  gave  us,  there  will  be 
some  delay  before  we  hear  from  them. 

As  the  amount  is  small,  it  will  probably  be 
more  satisfactory  to  you  to  let  us  have  remit- 
tance on  this  opening  order,  less  our  cash  dis- 
count of  2  per  cent,  so  that  we  can  make  prompt 
delivery;  the  time  is  very  short  and  we  fear  if 
we  do  not  forward  the  order  at  once,  it  will  not 
arrive  in  time  for  the  holiday  season. 

You  will,  no  doubt,  approve  of  our  suggestion, 
and  awaiting  your  early  reply,  we  are,  with 
kind  regards, 

5. 

Acknowledging  receipt  of  your  order  of  the 
inst.,  which  is  having  attention,  would  ap- 
preciate hearing  from  you  in  the  meantime,  brief' 
ly,  on  enclosed  form.  Authorities  usually  con- 
sulted in  such  matters  are  unable  to  assist  us, 
probably  because  you  have  been  in  business  but 
a  short  time. 

Your  order  should  go  forward  at  once,  how- 
ever; consequently  with  this  in  mind,  we  are 


TURNING    HIM    DOWN  37 


frankly  writing  you,  and  do  not  want  you  to 
construe  our  letter  as  declining  the  business. 

Should  you  find  it  inconvenient  to  make  up 
statement  tomorrow  when  you  receive  this,  you 
may  prefer  sending  us  remittance,  less  our  cash 
discount  of  2  per  cent,  writing  us  later,  with 
reference  to  establishing  the  account  upon  regu- 
lar terms. 

Please  let  us  hear  from  you  so  we  may  for- 
ward order  promptly. 


We  thank  you  for  your  order  of  the  ........  inst., 

which  is  having  attention,  but  before  shipping 
would  prefer  hearing  from  you  with  a  brief  state- 
ment of  your  present  condition,  on  enclosed 
blank.  This  is  our  first  transaction  together, 
and  as  the  class  of  goods  you  order  are  neces- 
sarily needed  at  once,  we  came  to  the  conclu- 
sion that  it  would  serve  our  mutual  interests 
better  to  take  up  the  matter  frankly  with  you, 
and  make  this  enquiry  direct,  in  preference  to 
seeking  it  in  other  channels,  which  means  more 
or  less  delay.  No  doubt,  when  we  have  heard 
from  you,  the  matter  will  be  easily  disposed  of, 
but,  of  course,  must  have  something  upon  which 
to  open  the  account  upon  regular  terms,  and  at 
present  we  are  without  this. 

Appreciating  your  early  reply, 

7. 

,  etc.  We  are  unable  to  obtain  any  infor- 
mation which  would  enable  us  to  make  shipment 
on  regular  terms,  and  deemed  it  better  to  take 
the  matter  up  frankly  with  you  and  enquire  for 


38  TURNING    HIM     DOWN 


references  of  those  with  whom  you  have  been 
dealing;  also  the  amount  of  your  investment  and 
indebtedness. 

We  are  confident  you  will  accept  our  letter  in 
the  business  spirit  which  prompts  it,  as,  of 
course,  it  is  necessary  to  have  information  upon 
which  to  open  an  account  upon  regular  terms. 
We  do  not  want  to  be  understood  as  declining 
this  business,  but  rather  seeking  data  upon  which 
to  approve  it. 

Should  you  prefer,  it  will  avoid  delay  on  this 
opening  order  if  you  let  us  have  remittance,  less 
our  cash  discount  of  2  per  cent,  etc. 

8. 

We  beg  to  thank  you  for  your  mail  order  of 

,  which  is  in  process  of  packing.  As  this  is 

our  first  transaction,  we  would  appreciate  it  very 
much  if  you  would  kindly  let  us  have  a  brief 
statement  of  your  affairs,  together  with  the 
names  of  some  of  your  creditors,  and  such  other 
information  as  may  enable  us  to  intelligently  dis- 
pose of  the  matter  under  consideration.  We 
might  add,  we  endeavored  to  obtain  this  with- 
out taking  the  matter  up  with  you,  but  being 
unable  to  do  so,  and  the  time  being  short,  are 
writing  in  order  to  save  further  delay. 

Should  you  prefer,  kindly  deduct per  cent 

cash  discount,  and  send  us  your  remittance,  and 
the  order  will  go  forward  immediately,  etc. 

9. 

Your  order  given  to  our  Mr has  been 

forwarded  to  us  by  that  gentleman,  but  before 
we  can  fill  and  ship  it,  we  will  thank  you  to 


TURNING    HIM    DOWN  39 


give  us  such  reference  as  may  enable  us  to  bet- 
ter determine  the  advisability  of  opening  an 
account  with  you  on  regular  terms. 

We  believe  it  better  for  all  concerned  to  have 
a  thorough  understanding  regarding  such  mat- 
ters, to  the  end  that  when  a  start  is  made,  there 
will  be  less  likelihood  of  a  misunderstanding 

later  on.    The  bill  amounts  to  about  $ ,  and 

if  you  prefer  to  send  us  draft  for  that  amount, 
we  will  be  pleased  to  get  the  gvods  out  and  ship 
without  delay,  giving  you  credit  for  the  usual 
discount  of  2  per  cent,  etc. 


10. 

We  have  your  favor  of  the  23d  inst.,  and  thank 
you  for  the  statement  and  information  you  offer 
us;  we  are  approving  the  order  and  it  will  go 
forward  at  once,  which  all  goes  to  verify  our 
convictions  that  it  is  better  to  take  these  mat- 
ters up  with  each  other  in  a  frank  and  business- 
like manner,  affording,  as  it  does,  clear,  mutual 
understandings. 

We  are  gratified  that  you  accepted  our  en- 
quiry so  courteously,  and  soliciting  your  further 
esteemed  orders,  we  are,  with  kind  regards, 

11. 

We  beg  to  thank  you  for  your  remittance  of 

the  inst.,  amounting  to  $ ,  which  has 

been  duly  passed  to  your  credit,  and  your  order 
will  go  forward  at  once. 

We  are  pleased  to  note  that  after  all  we  have 
been  friends  without  knowing  it.  We  assure 
you  that  we  shall  use  every  effort  to  please  you, 
and  trust  that  you  will  send  us  your  further 


40  TURNING    HIM    DOWN 


orders,  which  will  be  appreciated.   We  have  writ- 
ten   our    Mr ,    informing    him    that    you 

have  just  opened  up  for  business  and  know  he 
will  be  gratified  to  learn  of  it. 

Wishing    you    every    success,    and    hoping    to 
hear  from  you  frequently,  we  are, 


12. 

We  have  duly  approved  your  mail  order,  for 
which  please  accept  our  thanks. 

Yours  being  a  new  account  with  us,  we  have 
forwarded  the  goods  rather  than  disappoint  you, 
but  would  appreciate  a  brief  statement  of  your 
affairs,  and  such  other  information  as  you  might 
feel  we  are  entitled  to,  under  the  circumstances. 
We  believe  frankness  the  better  policy  in  such 
matters,  and  inasmuch  as  we  could  not  obtain 
information  on  file  through  the  usual  channels, 
we  are  writing  you  direct,  in  preference  to  seek- 
ing it  further.  We  know  our  letter  will  not  be 
misunderstood,  as,  of  course,  in  a  business  like 
ours,  not  being  personally  acquainted  with  our 
new  friends,  it  is  essential  that  we  have  such 
information  and  facts,  as  will  enable  us  to  in- 
telligently place  the  account  upon  regular  terms, 
etc. 

13. 

We  have  your  order,  given  our  Mr , 

amounting  to  about  $ ,  which  is  having  at- 
tention, and  will  go  forward  promptly  when  we 
hear  from  you. 

Authorities  usually  consulted  in  such  matters 
speak  of  you  very  highly  in  a  personal  way,  as 

does  our  Mr ,  but  we  would  appreciate 

hearing  from  you  as  to  the  extent  of  your  assets 


TURNING    HIM    DOWN  41 


and  liabilities,  with  such  other  information  as 
will  enable  us  to  dispose  of  the  matter  of  credit 
involved.  It  is  more  satisfactory  to  deal  between 
ourselves,  frankness  in  such  matters  always  be- 
ing better;  in  other  words,  have  our  misunder- 
standing at  the  beginning,  and  once  adjusted, 
will  not  come  up  in  our  future  dealings. 

We  trust  that  our  letter  will  be  accepted  in 
the  spirit  in  which  it  is  written,  and  that  we  will 
hear  from  you  in  the  next  day  or  two.  Should 
you  prefer,  kindly  let  us  have  remittance  for  the 
amount  of  the  order,  less  our  usual  cash  dis- 
count of  2  per  cent,  and  the  delay  attendant  upon 
your  opening  order  will  thus  be  reduced. 

We  enclose  statement  blank,  and  assuring  you 
of  our  kind  regards,  we  remain, 

14. 

We  are  enclosing  herein  copy  of  letter  to  Mr. 

,    of    ,    which    explains    itself.      The 

Agency  reports  and  other  information  regarding 
this  gentleman's  financial  condition  indicate 
that  he  has  very  little  capital,  and  unless  he 
can  make  a  satisfactory  statement,  we  would 
not  be  willing  to  ship  him  the  amount  of  goods 

covered    by   your    order    of   the   inst.    You 

can  write  him  as  you  think  best,  but  it  might 
be  well  for  you  to  suggest  that  he  make  us  a 
statement,  as  we  have  requested,  and  also  that 
he  send  us  references.  Get  up  a  letter  of  some 
sort  to  him  in  keeping  with  your  friendship  for 
him,  and  send  us  a  copy. 

15. 

We  have  your  order  from  Mr ,  of 

amounting  to  $ Such  reports  as  we  have 


42  TURNING    HIM    DOWN 


been  able  to  get  on  him  mention  that  he  has 
very  limited  capital,  heavy  indebtedness,  and 
state  he  is  slow  with  other  people.  We  wrote 

to   Messrs ,  who  write  us   they  had  sold 

him  on  a  ten  day  basis  and  preferred  to   keep 

him   that  way speak   very  well   of   him 

in  a  personal  way  as  a  moral  risk,  but  seem  to 
think  that  his  credit  should  be  limited. 

Before  writing  him  or  doing  anything  in  the 
matter,  we  thought  it  best  to  let  the  matter  rest 
in  abeyance  until  we  hear  from  you,  with  such 
further  information  you  can  give  us.  However, 
we  do  not  believe  he  is  entitled  to  the  sized 
bill  he  has  bought,  but  we  may  think  differently 
when  you  write  us. 


16. 

,  etc.  We  have  carefully  considered  the 

shipment  of  this  order,  but  unless  there  is  some 
mistake  in  such  information  as  we  have  been 
able  to  obtain,  it  would  appear  that  your  capital 
'3  scarcely  large  enough  to  warrant  us  forward- 
ing these  goods  on  our  regular  terms.  In  a  per- 
sonal way,  you  are  spoken  of  very  highly,  and 
on  the  score  of  your  intentions  we  are  perfectly 
satisfied;  but  it  is  essential,  in  such  instances, 
that  there  be  a  certain  amount  of  one's  own 
resources  to  take  care  of  maturing  accounts;  in 
other  words,  it  is  not  so  much  will  a  customer 
pay  an  account,  as  can  he  do  so. 

As  we  said  before,  it  is  not  at  all  improbable 
the  information  we  have  is  incorrect,  and,  ac- 
cordingly, enclose  herewith  statement  blank, 
which  please  fill  in  and  forward  to  us,  together 
with  the  names  of  several  firms  with  whom 
you  have  had  business  dealings. 


TURNING    HIM    DOWN  43 


Should  you  prefer,  kindly  deduct  2  per  cent 
cash  discount,  and  include  remittance  with  your 
reply,  which,  of  course,  will  obviate  further  de- 
lay, etc. 

17. 

,  etc.  From  such  information  as  we  have 

been  able  to  obtain,  while  all  speaking  very 
highly  of  you  in  a  personal  way,  it  does  not  ap- 
pear- that  you  are  employing  an  amount  of  capi- 
tal, which  would  justify  us  in  filling  this  order. 
We  have  not  undertaken  to  verify  it,  preferring 
to  hear  from  you  direct,  believing  frankness  to 
be  the  better  policy  in  such  cases. 

Should  you  prefer,  it  will  avoid  delay  if  you 
let  us  have  remittance,  less  our  cash  discount 
of  2  per  cent,  and  the  order  will  then  go  forward 
promptly.  However,  awaiting  your  disposition, 
we  are,  etc. 

18. 

Your  order  given  to  our  Mr ,  on  the 

29th  ult.,  was  duly  forwarded  to  us  by  him,  but 
before  we  can  fill  and  ship  this  order,  we  should 
be  glad  to  have  you  give  us  such  reference  as 
will  enable  us  to  better  determine  your  ability 
to  meet  this  account  when  due.  Inquiries  which 
we  have  made  in  reference  to  you  all  speak  in 
the  most  favorable  terms  as  to  your  integrity, 
but  do  not  give  you  credit  for  the  employment 
of  much  capital  in  your  business. 

The  bill  amounts  to  about  $ ,  and  if  you 

will  forward  us  that  amount,  we  will  get  the 
goods  out  and  ship  at  once,  giving  you,  of  course, 
credit  for  a  cash  discount;  or,  if  you  prefer  do- 
ing so,  you  may  send  a  less  amount  and  we  will 
sort  goods  up  from  your  order  to  cover  what- 


44  TURNING    HIM    DOWN 


ever  you  send  check  for.  We  believe  it  is  bet- 
ter to  have  a  thorough  understanding  before 
opening  business  relations,  to  the  end  that  if 
we  once  get  started  doing  business  together,  we 
will  have  no  misunderstanding  in  the  future. 
Awaiting  your  early  reply, 

19. 

The  order  given  our  Mr a  few  days 

ago  has  been  duly  received,  but  before  we  can 
fill  and  ship,  we  will  ask  you  for  such  reference 
as  will  enable  us  to  better  determine  the  advis- 
ability of  opening  an  account  with  you  on  our 
regular  terms.  We  were  a  little  unfortunate  in 

the  case  of  your  predecessor,  Mr ,  he 

owing  us  an  account  of  $ when  you  bought 

him  out,  which  we  have  never  been  able  to  col- 
lect. While  well  spoken  of  in  a  personal  way, 
you  are  not  accredited  with  the  employment  of 
a  great  deal  of  capital,  and  inasmuch  as  Mr. 
was  unsuccessful,  we  feel  that  it  is  pos- 
sible you  may  have  some  difficulty  in  making  a 
success  of  the  venture. 

This  bill  will  amount  to  about  $ If  you 

prefer,  you  may  send  us  check  for  this  amount, 
less  2  per  cent  cash  discount,  and  we  will  get 
the  goods  out  and  ship  without  further  delay, 
etc. 

20. 

We  have  your  order,  through  our  Mr -, 

which  is  having  attention,  but  Before  giving  any 
positive  decision  in  the  matter,  would  prefer 
that  you  call  and  see  our  Credit  Department. 

It  would  appear  that  your  capital  is  quite  lim- 
ited, and  while  we  understand  you  have  a  line 


TURNING    HIM    DOWN  45 


of  credit  equal  to  this  order  with  another  house, 
it  is  on  shorter  time,  and  from  such  information 
we  now  have,  would  prefer  not  making  delivery 
on  30  day  terms.  However,  if  you  drop  in  and 
see  us,  we  might  suggest  some  arrangement  sat- 
isfactory to  both  of  us. 

In  the  meantime,  we  remain. 


21. 

We  beg  to  thank  you  for  your  order,  through 

our  Mr ,  amounting  to  about  ,  which 

is  being  prepared  for  shipment. 

We  learn,  from  authorities  usually  consulted 
in  such  matters,  however,  that  you  are  quite 
heavily  indebted  to  your  predecessor,  and  while 
we  have  no  doubt  we  shall  be  perfectly  satis- 
fied to  make  shipment  on  our  regular  terms, 
when  we  have  heard  from  you  in  the  next  few 
days,  would  appreciate  a  brief  statement  of  your 
affairs,  as  to  whether  this  indebtedness  is  se- 
cured in  any  way  by  your  stock.  We  make  this 
inquiry,  as  it  is  stated,  that  while  you  have  large 
assets,  your  liabilities  are  also  heavy,  and  are 
naturally  interested  in  hearing  from  you.  In 
fact,  in  matters  of  this  kind,  we  always  believe 
it  better  for  both  of  us,  that  the  account  be 
begun  under  a  clear  understanding,  etc. 

22. 

With  reference  to  your  order  given  our  Mr. 
,  for  shipment ,  would  say  we  under- 
stand that  there  is  an  indebtedness  on  your 
stock  of  something  like  $4,000.00,  and  in  matters 
of  this  kind  we  always  believe  in  frankly  enquir- 
ing of  our  customers,  the  character  or  a  large 


46  TURNING    HIM    DOWN 


indebtedness  and  the  circumstances  necessita- 
ting its  being  placed,  and  with  whom.  Of  course, 
in  the  hands  of  one  interested  in  your  success, 
in  all  probability  it  will  not  cause  you  any  em- 
barrassment, and  it  is  possible  when  we  hear 
from  you,  your  explanation  will  be  entirely  sat- 
isfactory. Our  Mr ,  at  the  time  he  sent 

in  the  order,  spoke  of  you  very  highly,  and  on 
that  score  we  are  perfectly  satisfied,"  etc.,  fol- 
lowed by  request  for  remittance. 

23. 

Our  salesman  has  recently  taken  an  order  from 
Mr.  „ ,  of  ,  amounting  to  about  $ 

All  authorities  consulted,  as  well  as  our  sales- 
man, Mr ,  speak  in  the  highest  terms  of 

Mr in  a  personal  way,  and  that,  appar- 
ently, his  business  is  in  a  prosperous  condition, 
but  mention  that  the  young  man  is  quite  heavily 
indebted  to  you.  We,  therefore,  inquire  to  what 
extent  this  is  true,  and  if  you  consider  his  in- 
debtedness such  as  would  likely  embarrass  him. 
You  will  readily  understand  the  importance  of 
this  information  to  us. 


24. 

We  have  your  very  fine  order,  given  our  Mr. 
,  which  will  amount  to  about  $ 

Before  shipping,  however,  we  would  appre- 
ciate a  statement  from  you  showing  assets  and 
liabilities,  and  whether  any  of  the  latter  are  past 
due.  We  understand  that  last  spring  and  sum- 
mer, some  of  your  accounts  found  their  way 
into  the  hands  of  collectors,  and  while  it  does 
sometimes  happen  that  one  cannot  do  all  he 


TURNING    HIM    DOWN  47 


desires  when  his  accounts  mature,  the  experi- 
ence of  others,  naturally  is  a  guide  in  the  mat- 
ter of  a  contemplated  credit.  Probably  when  we 
hear  from  you  with  explanation  and  statement, 
it  will  be  perfectly  satisfactory  with  us  to  ap- 
prove this  order.  You  doubtless  have  property, 
with  which  you  could  indemnify  an  endorser,  or 
anyone  who  would  guarantee  the  payment  of 
the  account,  in  a  manner  satisfactory  to  us.  If 
you  could  have  your  bank  guarantee  this  ship- 
ment, or  could  get  sufficient  accommodation 
from  them  to  discount,  it  would  probably  be  the 
more  simple  disposition  of  the  matter. 

Please  let  us  hear  from  you  as  to  your  pref- 
erence to  any  of  our  suggestions  in  this  letter. 

We  are  with  kind  regards, 

25. 

Confirming  our  telegram  of  today,  as  follows: 
"Have  bank  guarantee  order,  wmount,  one  fifty; 
letter  follows,"  would  say  we  wired  you  in  view 
of  the  lateness  of  the  season  and  a  fear  that 
if  shipment  was  delayed  it  might  not  be  able 
to  reach  you  in  time  for  the  holidays. 

We  had  this  order  all  packed  and  in  our  ship- 
ping room  for  forwarding,  when  we  received  in- 
formation to  the  effect  that  there  were  outstand- 
ing claims  against  you  which  were  not  being 
taken  care  of,  and,  naturally,  under  the  circum- 
stances, desire  to  hear  from  you,  as  they  have 
a  direct  bearing  on  our  opening  an  account  with 
you  on  regular  terms. 

The  time  is  so  very  short  for  coming  to  an 
understanding  on  the  matter,  that  it  occurred 
to  us,  if  you  would  have  your  bank  guarantee 
payment  of  the  bill  we  would  ship  on  our  regu- 
lar terms,  and  it  would  give  us  more  time  to 


48  TURNING    HIM    DOWN 


hear    from   you   in   explanation.      We    hope    that 
you   have   done   this   by   the  time   our  letter   ar- 
rives. 
Thanking   you    in    advance, 

26. 

We   have    your    order    given    pur   Mr , 

amounting  to  about  $ ,  which  is  having  at- 
tention and  will  go  forward  promptly  when  we 
hear  from  you. 

Authorities  usually  consulted  in  such  matters, 
while  speaking  of  you  very  highly  in  a  personal 
way,  make  mention  of  past  due  accounts  against 
you,  and  while  conditions  sometimes  arise  which 
prevent  prompt  protection  of  maturing  accounts, 
one  must  be  guided,  to  some  extent,  in  such 
matters,  by  the  experience  of  others.  A  tem- 
porary embarrassment  as  regards  meeting  one's 
accounts,  does  not  necessarily  indicate  a  perma- 
nent like  condition — at  the  same  time  we  have 
always  felt  the  desirability  of  having  frank,  mu- 
tual understandings  in  such  instances.  Under 
the  circumstances,  would  prefer  hearing  from 
you  with  such  information  as  will  enable  us  to 
intelligently  pass  upon  the  matter,  and  when  you 
write  us  your  explanation  will,  no  doubt,  be  en- 
tirely satisfactory. 

Should  you  prefer,  you  might  let  us  have  re- 
mittance for  the  amount  of  the  order,  less  our 
usual  cash  discount  of  2  per  cent,  and  the  delay 
attendant  upon  your  opening  order  would  thus 
be  reduced. 

27. 

We  are  in  receipt,  etc.,  which  is  being  prepared 
for  shipment  in  order  that  there  might  be  no 
delay,  but  before  we  let  the  goods  go  forward, 


TURNING    HIM     DOWN  49 


would  request  that  you  secure  this  account  for 
us.  From  all  authorities  consulted,  it  would  ap- 
pear that  you  could  not  be  more  highly  regarded 
in  a  personal  way,  but  in  view  of  the  recent 
chattel  mortgage  you  placed,  amounting  to 
$3,000.00,  we  would  hardly  feel  warranted  in  ship- 
ping you  a  bill  of  this  size  on  our  regular  terms. 
If  you  will  secure  the  order,  we  will  give  you 
every  necessary  accommodation  within  reason. 
We  do  not  object  to  taking  what  might  be  called 
a  fair  commercial  risk,  but  your  success  under 
the  present  conditions  remains  yet  to  be  dem- 
onstrated, and  the  chattel  mortgage,  as  you  must 
realize,  operates  as  a  menace  to  all  unprotected 
creditors.  We  might  add  that  the  old  firm, 
which  was  not  burdened  with  the  debt  now  as- 
sumed, was  reported  not  always  prompt  in  its 
settlements,  etc. 


28. 

,  etc.  Before  we  can  fill  and  ship  this 

order,  we  shall  have  to  ask  you  for  such  fur- 
ther reference  as  will  better  enable  us  to  deter- 
mine the  advisability  of  opening  an  account 
with  you  on  our  regular  terms,  which  are  

Authorities  usually  consulted  in  such  matters 
speak  well  of  you  in  a  personal  way,  but  men- 
tion that  you  have  a  chattel  mortgage  on  your 
stock.  While  this  is  not,  in  all  instances,  nec- 
essarily an  impairment  of  credit,  yet  it  stands  as 
a  menace  to  creditors  who  are  not  protected. 
We  believe  it  best  for  all  concerned  that  an  un- 
derstanding be  had  regarding  such  matters,  be- 
fore opening  business  relations,  to  the  end  that 
no  disagreement  may  occur  later  on.  Should 
you  prefer,  no  doubt  your  banker,  being  per- 


50  TURNING    HIM    DOWN 


fectly  familiar  with  your  affairs,  would  take 
pleasure  in  guaranteeing  the  account  for  you. 

Awaiting    the    favor    of    your    early    reply,    we 
are,  with  kind  regards, 

29. 

We   beg   to    thank   you    for    your   two   orders, 

through   our   Mr ,   which   will   amount   to 

about  $....,  but  before  making  shipment,  would 
appreciate  hearing  from  you  with  statement  of 
your  financial  condition,  and  such  other  infor- 
mation as  may  enable  us  to  intelligently  dispose 
of  the  matter.  Authorities  usually  consulted, 
while  speaking  of  you  very  highly  in  a  personal 
way,  mention  that  you  have  a  chattel  mortgage 
of  $1,250.00  on  your  stock,  and  it  is  also  stated 
that  there  are  several  old  claims  in  attorneys' 
hands  against  you  at  present.  We  have  not 
undertaken  the  verification  of  these  reports,  feel- 
ing that  it  would  be  more  satisfactory,  mutually, 
to  take  the  matter  up  frankly  with  you,  as  you 
could  favor  us  with  explanation  better  than 
anyone  to  whom  we  might  send  enquiries.  We 
will  admit  that  it  is  not  exactly  the  way  these 
matters  are  handled,  but  have  always  believed 
there  are  times  when  frank  correspondence  be- 
tween one  and  his  customer  is  productive  of  bet- 
ter results,  than  verifying  information  in  a 
round-about  way,  etc.,  suggesting  security. 


30. 

Etc.,  etc.  We  desire  to  hear  from  you  regard- 
ing the  ultimate  payment  of  this  bill,  which  will 
amount  to  $ ,  as  well  as  to  make  some  en- 
quiry regarding  your  financial  condition. 


TURNING    HIM    DOWN  51 


Authorities  consulted  report  that  you  have  lia- 
bilities of  about  $1,900.00,  with  assets  of  about 
$2,500.00,  and  that  you  also  have  a  mortgage  on 
your  stock  and  fixtures  of  about  $1,400.00,  which 
we  presume  is  a  part  of  the  liabilities  mentioned. 
Before  we  can  fill  and  ship  this  order,  we  shall 
have  to  ask  you  for  such  reference  and  further 
information  as  will  enable  us  to  better  deter- 
mine the  advisability  of  opening  the  account 
on  our  regular  terms. 

Should  you,  in  preference  to  filling  out  the 
enclosed  blank,  and  giving  us  the  desired  in- 
formation rather  avail  yourself  of  our  2  per 
cent  cash  discount,  kindly  remit  us  the  above 
amount,  less  discount,  and  the  order  will  have 
our  immediate  attention,  etc. 


31. 

,  etc.,  but  before  sending  the  goods  out, 

would  prefer  seeing  you  with  reterence  to  the 
chattel  mortgage,  which  it  appears  covers  your 
stock.  In  matters  of  this  kind,  while  we  will 
not  say  we  decline  to  sell  under  a  chattel  mort- 
gage, we  always  do  it  with  a  clear  understand- 
ing, as  they  are  more  or  less  a  menace  to  the 
unsecured  creditor. 

If  you  desire,  we  will  send  this  order  C.  O. 
D.,  etc. 

32. 

(Paragraph  "A.") 

On  we  wrote  you  with  reference  to  your 

order  given  our  Mr ,  amounting  to  $ , 

and  requested  a  statement  of  jour  affairs,  etc. 


52  TURNING    HIM    DOWN 


(Paragraph  "B.") 

,  etc.,  "and  whether  any  of  your  indebt- 
edness is  past  due,   etc. 
(Paragraph  "C.") 

On we  wrote  you  with  reference  to  your 

order  given  our  Mr ,  amounting  to  $ , 

and  enquired  as  to  the  nature  of  your  liabilities, 
which,'  we  understand,  are  quite  heavy. 

Not  hearing  from  you,  and  presuming  that  the 
matter  was  being  overlooked,  we  take  this  op- 
portunity of  thanking  you  to  write  us  at  this 
time,  as  it  is  getting  rather  late  in  the  season. 
The  order  being  packed,  it  will  be  necessary  to 
have  your  disposition  as  early  as  possible. 

In  these  matters,  it  is  always  more  satisfac- 
tory to  deal  frankly  with  each  other,  as  best  re- 
sults come  from  handling  the  case  in  this  man- 
ner. Kindly  take  what  we  have  written  in  good 
part  and  let  us  hear  from  you,  etc. 

33. 

We  wrote  you,  on  ,  with  reference  to  the 

order  given  our  Mr ,  and  not  having 

heard  from  you,  enclose  herewith  a  copy.  We 
have  no  doubt  that  our  letter  must  have  been 
delayed  in  the  mails,  as  you  should  have  gotten 
it  before  this. 

Kindly  favor  us  with  a  reply  at  this  time,  as 
it  is  essential  that  we  have  certain  facts  upon 
which  to  dispose  of  the  matter  satisfactorily,  and 
are  anxious  to  make  shipment  without  further 
delay,  etc. 

34. 

With  reference  to  our  letter  of  the  ....inst., 
we  regret  that  we  have  not  heard  from  you,  in- 


TURNING    HIM    DOWN  53 


asmuch  as  we  have  prepared  the  order  for  ship- 
ment, and  would  thank  you  for  your  early  re- 
ply. We  packed  your  order  under  the  presump- 
tion that  we  had  asked  nothing  unreasonable, 
and  felt  that  you  would  promptly  comply  with 
our  request. 

35. 

We  are  in  receipt  of  your  letter  of  the  

inst,  and  have  read  and  noted  same  carefully. 
We  do  not,  by  any  manner  of  means,  expect 
our  customers  to  be  capitalists,  or  even  what 
might  be  considered  well-to-do  in  this  world's 
goods,  but  we  do,  at  least,  expect  them  to  have 
a  capital  invested,  equal  to  the  amount  of  goods 
they  buy,  and  in  your  case,  this  does  not  seem 
to  be  true.  As  stated  in  our  previous  letter, 
your  reputation  for  integrity  and  fair  dealing  is 
all  that  we  could  expect,  and  in  that  regard  is 
entirely  satisfactory;  but  is  very  evident  that 
in  order  to  pay  our  bill,  it  will  be  necessary  for 
you  to  convert  the  goods  you  buy  from  us  into 
cash  for  that  purpose,  and  should  you  be  dis- 
appointed in  your  trade,  you  would,  of  neces- 
sity, be  disappointed  in  meeting  the  bill  when 
due,  and  so  would  we. 

Our  request,  that  you  give  us  a  written  guar- 
antee for  the  payment  of  the  bill,  in  our  opinion 
is  not  asking  too  much  of  you,  and  we  trust 
you  will  be  able  to  do  this.  We  would  not, 
under  the  circumstances,  feel  justified  in  ship- 
ping the  goods  without  such  a  guarantee,  or  a 
check  in  advance  for  the  amount.  If  you  can 
comply  with  either  of  these  propositions,  we  will 
be  very  glad,  indeed,  to  get  the  order  out  and 
ship  at  once. 

Awaiting  your  further  reply,  we  are, 


54  TURNING    HIM    DOWN 


36. 

Your  favor  of  the  is  received.  We  wrote 

you  on  ,  requesting  that  you  give  us  a 

statement  and  references  before  we  could  fully 
determine  the  advisability  of  opening  an  account 
with  you  on  our  regular  terms.  We  mean  by 
that  you  give  us  reference  to  firms  from  whom 
you  have  previously  bought,  and  until  we  have 
such  reference,  we  cannot  ship  the  goods.  It 
is  of  the  greatest  importance  to  you,  and  to  us, 
that  when  business  relations  are  opened,  it  be 
with  a  thorough  understanding.  In  other  words, 
it  is  better  to  have  our  quarrel  first,  and  then 
after  it  is  settled,  there  will  be  little  likelihood 
of  disagreement  later  on. 

Kindly  give  us  these  references,  and  if  they 
are  satisfactory,  we  will  ship  the  goods  without 
further  delay. 

37. 

We  are  in  receipt  of  your  letter  of  the 

inst,    and    after    further    consideration,    we    have 

decided   to   rest  on   our   decision   of  

We  should  like  very  much,  of  course,  to  fill 
your  order,  but  based  upon  the  financial  show- 
ing which  you  make,  we  do  not  feel  justified 
in  doing  so.  Mr is  now  with  us  and  rec- 
ommends that  we  fill  the  order,  but  as  stated 
above,  we  do  not  feel  warranted  in  making  an 
exception  from  our  usual  rule  in  this  case.  If 
you  can  send  us  check  to  cover,  or  a  satisfactory 
guarantee  that  the  bill  will  be  paid  when  due, 

as   suggested  in  our  letter  of   the  ,  we  will 

get  the  order  out  and  ship  without  further  de- 
lay. 


TURNING    HIM    DOWN  55 


38. 

We  are  in  receipt   of  your  letter  of  the  

inst,  and  while  we  should  like  very  much,  in- 
deed, to  comply  with  your  request  and  ship  you 
the  bill  of  goods,  yet  for  reasons  stated  in  ours 

of  the  we  cannot  do  so.     It  is  possible  that 

we  are  mistaken  in  our  conclusion,  but  we  are 
endeavoring  to  confine  our  business  to  those 
merchants  whose  capital  invested  justifies  the 
belief  on  our  part  that  they  will  discount,  or  at 
least  pay  promptly  at  maturity. 

Should  you  visit  St.  Louis  at  any  time,  we 
would  be  very  glad  to  have  you  call  on  us,  when 
we  would  be  pleased  to  take  this  matter  up  fur- 
ther with  you. 

39. 

We  are  in  receipt  of  your  letter  of  the  

inst.,  and  note  contents.  You  do  not  give  us 
the  information  or  references  asked  for  in  our 

letter  of  ,  which  we  must  have  before  we 

can  make  the  shipment  referred  to. 

To  be  frank  with  you,  we  do  not  feel  that  as 
a  business  proposition  we  would  be  warranted 
in  opening  an  account  with  you  on  regular  terms 
without  hearing  from  you  as  suggested,  with 
references  of  persons  from  whom  you  have 
bought,  etc.  We  are  not  disposed  at  all,  to  be 
over-careful  in  such  matters,  but  do  believe  that 
it  is  better  to  have  some  understanding  along 
these  lines,  at  the  time  of  opening  business 
relations,  and  then  there  is  less  likelihood  of 
disagreement  later  on. 

40. 

We  are  in  receipt  of  your  letter  of  the  

which  has  been   carefully  read  and   noted.     We 


56  TURNING    HIM    DOWN 


regret  that  you  did  not  accept  our  letter  in  the 
spirit  it  was  intended — simply  a  business  prop- 
osition. As  stated  in  our  letter,  we  did  not 
consider  it  was  using  good,  business  judgment 
on  our  part  to  extend  to  you  a  line  of  credit 
of  over  $750.00,  when  it  does  not  appear  that 
you  have  much,  if  any,  more  than  that  amount 
of  capital  invested,  and  without  other  outside 
means,  it  appearing  that  your  real  estate  is  in 
the  name  of  your  wife.  We  can  see  no  reason 
why  we  should  change  our  views  with  reference 
to  this  matter,  and  before  we  can  make  ship- 
ment of  the  holiday  bill,  we  will  again  ask  you 
to  give  us  a  statement  or  guarantee  of  the  ac- 
count, as  requested  in  our  previous  letter.  As 
stated  before,  you  are  well  spoken  of,  in  which 
respect  you  are  all  that  anyone  could  desire. 

41. 

Replying  etc.,  we  believe  we  would  pre- 
fer that  you  let  us  have  remittance  covering  the 

order,  amounting  to  $ ,  less  our  cash  discount 

of  2%.  We  are  guided  entirely  in  this  matter  by 
the  fact  that  you  are  carrying  a  very  heavy  in- 
debtedness, and  while  we  do  not  question  your 
intentions,  whatever,  one  cannot  always  do  all 
he  might  desire,  and  if  you  were  pressed  for  pay- 
ment, it  might  prove  embarrassing.  Under  the 
circumstances,  until  you  have  worked  your  affairs 
into  better  shape,  we  do  not  feel  that  we  can 
consistently  open  the  account  on  regular  terms. 

If  you  will  have  your  bank  guarantee  the  ulti- 
mate payment  of  this  bill,  it  would  perhaps  be 
the  more  desirable  arrangement,  as  you  would 
then  have  time  to  meet  the  account  when  due, 
and  we  would  feel  secured  from  possible  com- 


TURNING    HIM    DOWN  57 


plications  of  present  creditors.  Your  bank  is, 
no  doubt,  familiar  with  your  affairs,  and 
will  probably  do  this  for  you,  and  hope  we  will 
receive  a  further  reply  from  you  bearing  out 
this  suggestion,  etc. 


42. 

We  have  your  letter,  etc.,  enclosing  statement 
of  your  financial  condition.  We  are  not  quite 
clear  as  to  the  indebtedness  you  mention  that 
you  are  owing,  individually,  to  your  predecessor, 
and  would  appreciate  further  information  which 
would  give  us  a  more  definite  understanding 
regarding  it.  It  might  be  only  a  coincidence 
that  you  are  owing  your  predecessor,  and  have 
no  bearing  on  your  stock  company — at  the  same 
time,  without  any  facts  of  the  case,  it  would 
appear  naturally  that  this  indebtedness  was  due 
on  the  purchase  of  your  store,  and  if  not  in- 
compatible with  your  desires  in  the  matter,  a 
frank  explanation  of  why  this  amount  is  owing, 
in  what  shape  it  exists,  when  due,  and  what  prep- 
arations you  will  make  to  meet  it  when  due, 
will  be  greatly  appreciated  by  us  and  held  strict- 
ly confidential.  This  information  will  naturally 
strengthen  your  account  with  us,  as  definite 
mutual  understandings  always  do. 

We  are  working  along  on  your  order  so  there 
may  be  no  delay,  and  the  fact  that  you  have  cut 
down  the  order,  while  it  has  been  a  little  extra 
work  on  our  part,  is,  no  doubt,  preferable  to 
overstocking  you. 

Kindly  let  us  hear  from  you  at  your  early 
convenience,  and  thanking  you  in  advance, 


58  TURNING    HIM    DOWN 


43. 

We  have  your  letter  of  the  14th  inst.  and  note 
the  explanations  you  have  made  as  regards  your 
past  due  accounts,  but,  of  course,  you  will  read- 
ily understand  that  we  are  not  encouraged  in 
opening  an  account  with  you  on  our  regular 
terms  while  your  other  accounts  are  not  taken 
care  of.  As  a  merchant,  you  no  doubt  know 
from  experience,  that  such  accounts  are  not  en- 
tirely satisfactory,  even  though  the  party  may 
have  an  abundance  of  property  behind  him,  to 
secure  anything  which  he  might  owe.  We  must 
be  guided  by  the  experience  of  others  in  matters 
of  this  kind,  and  while  we  have  no  doubt  that 
matters  will  soon  adjust  themselves  with  you. 
we  prefer  that  you  let  us  have  remittance  cov- 
ering this  order  in  accordance  with  pur  letter 
of  the  llth  inst.,  and  later  on,  as  conditions  will 
warrant,  will  be  pleased  to  have  you  open  an 
account  with  us. 

Trusting  our  letter  will  not  be  misunder- 
stood, and  wishing  you  every  success,  we  are, 
with  kind  regards, 

43A. 

Replying  to  your  letter,  etc.,  from  every  source 
from  which  we  have  made  inquiry  through  reg- 
ular trade  channels,  we  received  information  in 
every  manner  satisfactory,  both  as  to  your 
character  and  good  intentions,  and,  to  be  frank 
with  you,  our  disposition  is  to  sell  you  the 
quantity  of  goods  desired.  On  the  other  hand, 
we  are  confronted  with  the  record  you  have 
made  heretofore  as  to  the  payment  of  your  ac- 
counts. Some  authorities  "say  that  you  often 
let  your  accounts  run  over,  until  they  are  placed 


TURNING    HIM    DOWN  59 


in  the  hands  of  attorneys  for  collection,  but 
you  have  never  been  known  to  fail  to  pay  at 
some  time,  again  declining. 

44. 

Replying  to  your  letter  of  the  inst.,  would 

say  that  we  prefer,  in  view  of  the  heavy  in- 
debtedness which  you  are  carrying,  not  to  ship 
your  order  on  our  regular  terms.  We  do  not 
question  your  ability  to  take  care  of  all  your 
liabilities,  but  in  view  of  the  chattel  mortgage 
which  you  are  carrying,  business  prudence  sug- 
gests that  we  adhere  to  our  previous  disposition 
of  the  matter,  for  the  present  at  least. 

We  might  add  that  the  party  who  is  hold- 
ing the  chattel  mortgage  against  your  stock,  has 
observed  the  necessity  of  security,  although  he 
is  considerably  more  familiar  with  your  affairs 
than  we  are,  at  this  distance  from  you.  We  dis- 
like to  lose  any  business,  but  feel  that  it  should 
be  accepted  only  on  entirely  conservative  lines. 

Regretting  that  our  feelings  in  this  matter 
have  undergone  no  change  since  last  writing,  we 
are,  with  kind  regards, 

45. 

We  have  your  favor  of  the  inst.,  and  up- 
on further  consideration  we  would  prefer  not 
shipping  this  order  on  our  regular  terms.  If  you 

will   have    ,   at  your  town,   guarantee    this 

shipment,  we  would  be  pleased  to  forward  it. 
If  the  idea  is  agreeable  with  you,  kindly  take 
up  the  matter  with  them  and  have  them  for- 
ward us  guaranty.  We  want  to  sell  all  the 
goods  we  can,  but  have  always  been  more  or 


60  TURNING    HIM    DOWN 


less  opposed  to  selling  where  a  large  chattel 
mortgage  exists,  as  not  infrequently  it  brings 
about  conditions,  over  which  the  party  placing 
it,  has  no  control,  and  while  not  questioning 
your  intentions  whatever,  have  come  to  our  deci- 
sion solely  from  a  credit  viewpoint. 

46. 

We  have  your  favor  of  the  15th  inst.,  and 
regret  very  much  that  you  were  not  favorably 
impressed  with  any  of  the  suggestions  we  made 
in  our  letter,  as  we  know  it  is'nt  always 
convenient  to  remit  in  advance  on  an  account. 
While  it  is  true  the  order  is  small,  we  are 
informed  that  the  chattel  mortgage,  held  by 
your  father,  entirely  covers  your  investment,  in 
fact,  we  understand  that  the  proceeds  of  your 
daily  sales  are  received  by  him.  Naturally,  you 
will  understand,  as  a  business  man,  that  this 
practically  obliterates  the  matter  of  credit. 

We  are  not  questioning  your  intentions,  what- 
ever, and  our  Mr speaks  very  highly 

of  you;  at  the  same  time,  you  have  practically 
put  matters  out  of  your  own  control,  and  we 
have  always  hesitated  in  shipping  goods  under 
these  circumstances.  We  are  perfectly  willing, 
at  all  times,  to  take  what  might  be  termed  a 
fair  commercial  risk  on  an  equal  basis  with  other 
creditors,  but  have  felt  at  a  disadvantage  where 
another  creditor  is  preferred  and  secured.  We 
hope  that  you  will  see  nothing  unreasonable  in 
having  your  father  guarantee  this,  as  suggested, 
as  it  is  nothing  more  than  a  mere  mater  of  form, 
and  will  cause  you  no  inconvenience,  and  you 
could  then  enjoy  our  regular  terms. 


TURNING    HIM    DOWN  61 


47. 

Replying  to  your  letter  of  the inst.,  would 

say  we  wired  you  this  morning,  "Arrangement 
not  satisfactory.  Await  our  letter  of  today," 
and  in  explanation  of  same  do  not  feel  that  we 
could  consistently  ship  this  order  under  present 
conditions. 

If  you  could  have  party  who  holds  chattel 
mortgage,  and  whose  name  you  have  not  given 
us,  guarantee  the  account  for  us,  or  some  other 
security  than  that  offered,  we  would  be  only  too 
pleased  to  let  the  shipment  go  forward.  The 
amount  of  your  order  would  give  you  a  line  of 
credit  of  about  $ ,  which,  upon  very  care- 
ful consideration,  we  would  not  feel  warranted 
in  extending  upon  the  security  you  offer.  All 
creditors,  other  than  the  one  secured,  are  at  a 
disadvantage,  where  a  chattel  mortgage  exists, 
and  while  we  do  not  question  your  intentions, 

whatever,  and  our  Mr strongly  urges 

our  shipping  the  goods,  we  would  feel  better 
satisfied  if  you  secure  us  as  suggested.  We  will 
grant  you  every  reasonable  accommodation  as 
regards  payment  of  the  account,  should  it 
become  necessary  when  it  matures,  but  want 
something  upon  which  to  base  this  leniency. 

We  have  no  doubt  you  will  let  us  hear  from 
you  as  suggested,  and  that  the  order  will  even- 
tually go  forward;  hence  the  sooner  arrange- 
ments are  made,  the  less  possibility  for  disap- 
pointment as  regards  its  delivery. 

Thanking  you  for  a  prompt  reply,  we  are, 

48. 

We  have  your  letter  of  the  inst.,  with 

reference   to   chattel   mortgage   on   stock   of  the 


62  TURNING    HIM    DOWN 


Co.,  of  your  city,  stating  that  you  hold 

the  mortgage,  that  the  payments  are  arranged 
so  as  not  to  cause  any  embarrassment  to  the 
mortgagor,  and  that  you  would  consider  us  safe 
in  extending  them  credit  for  their  needs. 

You  being  indirectly  interested  in  the  success 
of  this  firm,  it  occurs  to  us  that  you  might  be 
willing  to  guarantee  our  account,  as,  of  course, 
yours  being  a  preferential  debt,  it  is  the  only 
one  which  causes  us  any  apprehension.  In  ex- 
planation of  this  request  we  might  add  that  you 
are  personally  acquainted  with  the  members  of 
this  firm,  and  are  right  at  home  with  the  ac- 
count in  constant  supervision,  and  yet  you  have 
observed  the  necessity  of  security,  and  have  no 
doubt  that  our  suggesting  like  protection  for 
ourselves  will  not  appear  unreasonable  to  you. 

The  little  order  sent  us,  has  already  gone  for- 
ward, they  having  remitted  us  covering  it,  tout 
it  would  be  much  more  convenient  for  them  to 
order  on  open  account,  and  being  perfectly  fa- 
miliar with  their  affairs,  presume  you  will  be 
willing  to  grant  us  and  them  this  accommoda- 
tion. 

Thanking  you  for  your  further  advice  in  the 
matter,  etc. 

49. 

We  have  duly  heard  from  your  references, 
Messrs and  ,  who,  while  speak- 
ing of  you  very  highly,  do  not  guarantee  the 
account. 

On  the  score  of  your  being  a  good  risk,  from 
a  personal  standpoint,  we  have  never  had  the 
slightest  doubt,  as  you  have  always  been  highly 
recommended  to  us,  but  in  the  absence  of  sub- 
stantial capital,  we  have  nothing  upon  which 


TURNING    HIM    DOWN  63 


to  open  an  account  with  you  on  our  regular 
terms.  Can  you  not  have  your  bank  guarantee 

a   line    of  $ ? 

We  are  holding  your  order,  awaiting  your 
reply,  and  thanking  you  to  let  us  hear  from 
you  within  the  next  few  days,  we  are, 

50. 

We  beg  to  thank  you  for  your  remittance  of 

the  inst,  amounting  to  $ ,  which 

has  been  duly  passed  to  your  credit  on  account, 
leaving  a  balance  owing  and  due  of  $ 

With  reference  to  your  request  for  more  time 
on  this  balance,  you-will  understand  that  if  we 
grant  you  any  extension,  it  must  be  done  with 

the  consent  'of  ,  who  have  guaranteed 

this  account,  and  we  would  request  that  you 
have  them  write  us,  that  it  is  agreeable  with 
them  that  we  carry  the  matter  for  you.  Upon 
receipt  of  such  information  from  them,  we  will 
grant  you  the  accommodation  you  desire.  We 
quite  understand  that  you  have  pride  in  paying 
your  own  bills,  and  want  to  assist  you  to  the 
extent  that  you  may  do  so.  As  the  account  is 
now,  it  will  be  necessary  that  we  hear  imme- 
diately from  ,  and  hope  you  will  take 

it  up  with  them  at  once,  etc. 

51. 

Our  draft  of  ,  amounting  to  $.... , 

covering  your  guaranty  of  ,  has  been  re- 
turned with  the  indorsement,  "Mr says 

he  will  settle  with  you  direct." 

This  arrangement  will  be  perfectly  satisfac- 
tory to  us,  as  we  advised  Mr several 


64  TURNING    HIM    DOWN 


days  ago,  but  it  is  necessary  that  you  give  your 
consent  to  arranging  matters  in  this  manner. 
Of  course,  you  will  readily  understand  if  you 
do  not  do  this,  and  we  accept  further  agreement 

from   Mr without  your   assent,   it   will 

vitiate  the  guaranty  which  we  hold.     While  we 

have  every  desire  to  accommodate  Mr , 

we  will  do  so  only  upon  the  lines  suggested,  and 
if  we  do  not  have  advice  by  return  mail  covering 
the  matter,  we  will  have  no  other  alternative 
than  holding  you  to  the  guaranty,  and  turning 
the  matter  over  to  our  attorneys.  We  do  not 
want  to  do  this,  and  a  word  from  you  will  pre- 
vent it. 

Please  let  us  hear  from  you  at  once,  etc. 

52. 

Replying  to  your  favor  of  the  inst., 

would  say  that  in  the  same  mail  we  received 
reply  to  our  inquiry  from  , ,  which  is  en- 
tirely satisfactory,  although  the  line  of  credit 
you  enjoy  with  them  is  considerably  less  than 
this  order,  which  we  have  under  consideration. 

It  occurs  to  us  that  if  you  will  let  us  have 

remittance  of  ,  we  will  complete  this 

order  and  make  shipment,  with  the  other  half 

subject  to  our  regular  terms,  due  We 

presume  you  will  find  it  convenient  to  do  this, 
and  make  this  suggestion  in  a  desire  to  meet 
you  half  way  in  the  proposition,  to  avoid  dis- 
appointing you.  As  you  say,  it  is  getting  rather 
late  in  the  season,  and  as  the  order  has  had  at- 
tention, and  the  selection  seems  good,  know  you 
will  be  better  satisfied,  if  you  can  make  ar- 
rangements as  above  stated. 


TURNING    HIM    DOWN  65 


Hoping  our  recommendation  meets  with  your 
approval,  and  that  we  shall  hear  from  you  with- 
in the  next  few  days, 

53. 

With  reference  to  your  order,  amounting  to 

$ ,  would  say,  upon  further  consideration 

and  for  reasons  previously  advanced,  we  would 
prefer  not  shipping  on  our  regular  terms.  We 
might  suggest,  however,  that  if  you  could  let 
us  have  remittance  for  one  half  of  this  amount — 

say  $ ,  we  will  forward  the  order,  and  let 

the  balance  fall  due  

If  this  arrangement  of  meeting  you  half  way 
is  satisfactory,  kindly  let  us  hear  from  you 
promptly,  so  that  we  may  make  immediate  ship- 
ment, or,  in  the  event  of  your  making  other 
arrangements,  let  us  know  by  return  mail,  that 
we  may  put  the  goods  back  in  stock  in  sufficient 
time  to  apply  the  items  on  other  orders. 

Awaiting   your    attention, 

54. 

Replying    to    your    favor    of    the    inst., 

would  say,  upon  further  consideration,  we  be- 
lieve we  would  prefer  not  making  shipment  of 
your  order,  at  least  upon  the  terms  under  con- 
sideration. While  we  hope  that  your  present 
anticipations  of  fall  trade  may  be  fully  realized, 
at  the  same  time  if  they  are  not,  it  probably 
would  occasion  tardy  settlement  of  this  invoice 
when  it  matures.  We  might  enquire,  could  you 

send  us  $ or  $ ,  as   upon  receipt  of  this 

amount,  we  would  be  willing  to  ship  you  the 
order,  and  carry  the  other  half  until  ^  at 


66  TURNING    HIM    DOWN 


which  time  it  would  mature.  In  meeting  you 
half  way  on  this  proposition,  we  do  so  with 
the  hope,  that  inasmuch  as  you  have  already 
made  your  selection,  do  not  want  to  disappoint 
you  if  we  can  help  it. 

See  what  you  can  do  in  regard  to  this  proposi- 
tion, and  let  us  hear  from  you  further,  and  in 
the  meantime,  etc. 

55. 

We  have  your  letter  of  the  inst.,  and 

are  pleased  at  the  creditable  showing  you  make 
us.  We  are  writing  the  parties  to  whom  you 
have  referred  us,  and,  no  doubt,  their  replies 
will  be  favorable,  and  we  will  make  shipment. 
It  occurs  to  us,  however,  that  it  is  getting  very 
late  in  the  season  to  delay  matters,  awaiting 
replies  from  these  references,  and  if  you  would 
have  your  bank  guu-rantee  ultimate  payment 
of  the  account  when  due,  we  would  be  able  to 
make  immediate  shipment  and  have  ample  time 
to  establish  the  account  on  regular  terms  as  re- 
gards future  orders.  Your  bank  is,  no  doubt, 
perfectly  familiar  with  your  affairs,  and  would 
do  this  for  you  to  expedite  matters.  However, 
if  you  think  we  have  time,  it  will  be  perfectly 
satisfactory  to  let  the  matter  rest  until  we  hear 
from  the  inquiries  we  have  just  sent  out. 

Assuring  you  of  our  kind  regards,  we  remain, 

56. 

,   etc.     We   would   prefer   that  you   give 

us  reference  of  parties  from  whom  you  have 
previously  been  buying  goods.  Banks  and  at- 
torneys, as  a  rule,  can  only  be  referred  to  in  a 
personal  manner,  and  upon  this  score  we  are 


TURNING    HIM    DOWN  67 


quite  well  satisfied,  but  we  must  have  informa- 
tion from  parties  from  whom  you  have  pre- 
viously bought,  before  concluding  whether  or 
not  to  ship.  In  this  connection  we  will  state 
that  it  is  possible  we  are  making  a  mistake  in 
asking  you  further  for  reference,  or  for  some 
security  before  filling  and  shipping  the  bill  of 
goods  for  which  our  Mr took  your  or- 
der, but  we  believe  in  view  of  the  statements 
which  you  make  through  the  usual  commercial 
channels,  that  we  are  justified  in  this  conclusion, 
although  it  is  possible  if  we  knew,  and  under- 
stood each  other  better,  we  would  not  hesitate 

to    fill    your    order.      Mr is    one    of    our 

leading  salesmen,  and  while  his  recommendation 
and  advice  go  a  long  way  with  us  in  determin- 
ing our  action  in  opening  accounts  in  his  terri- 
tory, still  we  must  rely  largely  upon  other 
sources  of  information. 

Under  the  circumstances,  until  we  have  heard 
from  you  with  satisfactory  references,  along  the 
lines  suggested  above,  we  are  holding  the  order, 


57. 

Replying  to  your  letter  of  the  inst.,  would 

say  that  immediately  upon  receipt  of  your  or- 
order,  Oct.  20th,  we  wrote  you  requesting  a  state- 
ment of  your  affairs.  From  the  tenor  of  your 
letter  just  received,  it  is  evident  our  previous  let- 
ter must  have  miscarried.  We,  therefore,  en- 
close another  blank,  and  would  appreciate  it  if 
you  would  kindly  fill  it  in  and  return  at  your 
earliest  convenience,  together  with  the  names  of 
some  of  your  larger  creditors.  Of  course,  this 
information  will  be  regarded  entirely  confidential 
and  for  the  sole  purpose  of  determining  the  ad- 


68  TURNING    HIM    DOWN 


visability  of  shipping  this  order  on  our  regular 
terms,  etc. 

58. 

Replying  to  your  favor  of  the  inst.,  beg 

to  advise  that  we  wrote  you  at  the  time  your 
order  was  received,  enquiring  as  to  who  the 
stockholders  of  your  Company  are,  and  for  some 
information  which  might  enable  us  to  deter- 
mine a  disposition  thereof.  We  are  unable  to 
obtain  this  in  the  usual  channels,  and  as  our  pol- 
icy has  always  been  one  of  frankness  in  subjects 
of  this  kind,  we  took  the  matter  up  with  you. 
It  now  appears  the  communication  has  miscar- 
ried, and  regret,  very  much,  the  appearance  of 
neglect  on  our  part,  which  construction  you  have 
placed  upon  the  fact  of  not  hearing  from  us. 

We  regret  that  you  have  sent  your  order  else- 
where, and  hope  that  we  shall  have  an  oppor- 
tunity, in  the  near  future,  of  hearing  from  you 
again,  and  that  we  have  satisfactorily  explained 
matters  to  you.  In  the  meantime,  we  would 
appreciate  any  information  you  might  give  us 
regarding  your  affairs,  so  that  any  delay  on  your 
future  orders  may  be  avoided. 

Wishing  you  every  success,   etc. 

.     59. 

We  have  your  favor  of  the  15th  inst.,  and  re- 
gret, very  much,  that,  apparently,  our  letter  has 
been  misunderstood.  We  are  not  declining  your 
order,  but  rather,  seeking  information  from  you 
upon  which  to  approve  it.  There  is  nothing  un- 
usual in  our  making  this  request  of  you,  in  view 
of  the  fact,  that  information  conies  to  us  indi- 
cating claims  are  at  present  in  an  attorney's 
hands  against  you. 


TURNING    HIM     DOWN  69 


Credit  is  a  sensitive  thing,  and  it  is  absolutely 
essential  that  there  be  frank,  common  under- 
standings between  a  debtor  and  creditor.  It 
would  not  be  possible  to  do  business  together  if 
this  were  not  the  case.  Kindly  give  the  matter 
your  further  consideration,  and  we  believe  you 
will  acquit  us  of  having  made  any  unreasonable 
request  of  you. 

Awaiting  your  further  reply,  and  hoping  to 
hear  from  you  at  your  early  convenience,  we  are, 

60. 

We  are  in  receipt  of  your  letter  of  the  25th 
in  reply  to  ours  of  the  23d  inst.,  and  believe  that 
you  misunderstood  us  when  we  wrote  you  for 
references.  .  We  mentioned  that  authorities  usu- 
ally consulted,  spoke  very  well  of  you  in  a  per- 
sonal way;  that  your  business  received  all  nec- 
essary attention,  but  we  desired  the  names  of 
parties  from  whom  you  had  been  buying,  who 
would,  no  doubt,  .be  able  to  give  you  a  good 
record.  It  is  customary  to  ask  such  questions, 
when  an  investment  is  a  limited  one,  as  the 
experience  of  other  creditors  would  form  a  foun- 
dation for  establishing  a  new  account,  not  alone 
warranted  by  the  capital  employed. 

We  would  be  glad  if  you  would  reconsider  and 
give  us  the  references  asked  for,  when,  no 
doubt,  we  will  be  satisfied  to  let  the  goods  go 
forward. 

Awaiting  the  favor  of  your  early  reply,  we  are, 

61. 

,  etc.  We  have  carefully  noted  your  let- 
ter, and  regret  that  business  prudence  does  some- 
times cause  us  to  sacrifice  business,  although 


70  TURNING    HIM     DOWN 


we  see  nothing  unreasonable  in  having  requested 
of  you  a  statement,  which  could  have  been  given, 
and  still  hope  to  hear  from  you  as  suggested. 

Should  you  feel  differently  in  the  future,  we 
shall  be  pleased  to  receive  your  future  orders, 
and  in  the  meantime,  wishing  you  every  success, 
etc. 

62. 

Your  letter  of  has  been  duly  received, 

and  we  have  also  had  replies  from  the  parties 
whom  you  gave  as  references.  We  are  pleased 
to  say  that  they  are  entirely  satisfactory,  and  we 
will  be  very  glad  to  ship  you  the  bill  of  goods 
sold  by  our  Mr on  our  regular  terms. 

From  the  tone  of  your  letter,  we  apprehend 
you  did  not  receive  it  in  the  spirit,  which  we 
intended  you  should.  It  is  customary,  in  the 
absence  of  satisfactory  reference,  to  make  en- 
quiry, and  our  method  of  doing  this,  is  making 
it  direct  of  the  parties  from  whom  the  order  is 
received,  believing  this  course  better  than  con- 
sidering outside  enquiries.  In  this  manner,  we 
arrive  at  a  thorough  understanding  before  busi- 
ness relations  are  opened,  which,  experience  has 
taught  us,  is  better  for  all  concerned. 

Trusting  you  will  reconsider  your  cancella- 
tion of  this  order  and  permit  us  to  get  the  goods 
out  and  forward  them  to  you,  we  remain, 

63. 

,  etc.     You  will  readily  understand  that 

inasmuch  as  we  do  not  come  in  personal  contact 
with  our  trade,  it  is  absolutely  essential  ^to  have 
something  upon  which  to  reach  a  decision  in  a 
contemplated  credit.  You  mention,  with  pride, 


TURNING    HIM    DOWN  71 


that    you    have    not    given    a    statement    to    the 

agencies  in  years,  and  probably  will   not 

for  a  like  term.  We  requested  a  statement  from 
you  so  that  we  could  handle  the  matter  intelli- 
gently, but  you  have  refused  to  comply;  in  other 
words,  you  expect  us  to  open  an  account  with 
you  on  our  regular  terms,  with  no  other  infor- 
mation than  the  assurance  that  you  will  pay  the 
bill  when  due. 

You   say  you    have   an   investment    of   $ 

Certainly  a  man  must  be  a  business  man  to  ac- 
cumulate such  a  stock,  and  this  being  the  case, 
we  are  at  a  loss  to  understand  why  you  are 
reluctant  to  make  a  showing  of  your  affairs, 
which  is  only  natural  under  the  circumstances. 
If  someone  walked  in  your  store  and  requested 
credit,  we  know  you  would  not  grant  it  without 
knowing  more  about  his  affairs,  than  a  plain 
promise  on  his  part,  to  pay  the  account  when 
due.  We  have  asked  nothing  unreasonable,  and 
are  writing  more  in  justification  of  the  position 
we  assumed,  than  in  the  hope  of  filling  this 
order  for  you;  and  might  add  that  until  you  do 
place  your  affairs  on  record  of  just  how  you 
stand,  we  believe  the  present  occurrence  will 
confront  you  not  infrequently  with  other  houses. 
We  are  writing  this  in  good  part,  and  trust  it 
will  be  accepted  as  such,  but  regret  that  we  can 
do  nothing  with  the  order  in  hand  until  we 
hear  from  you  along  the  lines  suggested,  etc. 

64. 

,  etc.  While  we  appreciate  the  informa- 
tion you  have  given  us,  upon  further  careful 
consideration,  would  prefer  that  you  get  your 
indebtedness  reduced  to  some  extent,  before 
shipping  you  on  our  regular  terms.  From  your 


72  TURNING    HIM    DOWN 


letter,  we  do  not  believe  it  will  take  you  long 
to  do  this,  especially  as  you  are  no  doubt  bend- 
ing your  energies  to  this  end.  However,  at 
present,  your  indebtedness  outweighs  your  as- 
sets, and  from  a  credit  point  of  view  we  know 
you  will  agree  with  us. 
We  still  believe  it  would  serve  your  interests 

advantageously   to   have    Mr ,   who   holds 

your  mortgage,  guarantee  for  you  a  line  of  say 

$ with  us,  and  we  would  then  not  ask  you 

to  remit,  as  we  are  under  present  conditions,  etc. 


65. 

,  etc.     We  thank  you  for  the  references 

you  enclose,  to  whom  we  are  writing,  and  as 
soon  as  we  hear  from  them,  will  advise  you  fur- 
ther, although,  as  you  mention  you  have  your 
affairs  in  better  shape,  and  have  had  no  past 
due  accounts  against  you  for  some  time,  pre- 
sume we  shall  receive  satisfactory  replies,  etc. 


66. 

We  have  your  letters  of  the  inst.,  and 

in  giving  the  matter  further  consideration  have 
concluded  to  ship  the  order  taken  by  pur  Mr. 

,  in  view  of  the  frank  explanation  you 

have  given  us.  From  the  statement  you  offer, 
there  would  appear  no  reason  why  you  should 
not  be  able  to  meet  the  account  when  it  ma- 
tures, and  if  you  do  this  approximately  when  due 
are  pleased  that  you  gave  us  an  opportunity  of 
disposing  of  the  matter  in  this  manner. 

Hoping  that  the  account,  begun  on  these  frank 
lines,  will  progress  mutually  satisfactorily,  etc., 


TURNING    HIM    DOWN  73 


67. 

Replying ,  would  say  that  upon  further 

consideration  of  the  matter,  we  have  decided  to 
ship  your  order,  which  is  having  immediate  at- 
tention, and  will  reach  you  in  plenty  of  time 
for  the  coming  season. 

We  do  not  expect  all  of  our  customers  to  have 
large  capital,  and  from  the  statement  you  offer 
us,  we  believe  you  have  your  affairs  well  in  hand, 
are  going  to  make  a  success,  and  we  certainly 
want  to  go  to  that  success  with  you,  etc. 


68. 

We  are  in  receipt  of  your  letter  of  etc. 

We    also   have   a    letter   from    the    bank, 

speaking  very  highly  of  you,  and  mentioning  that 
you  discount  all  your  bills.  Other  authorities 
consulted  also  sj)eak  well  of  you  in  a  personal 
way,  although  they  claim  that  your  indebtedness 
for  borrowed  money  is  rather  large,  but  not  ex- 
cessive. However  this  may  be,  we  have  decided 
to  ship  the  order,  and  the  goods  will  go  out 
just  as  soon  as  they  can  be  gotten  ready,  and 
in  view  of  this  latter  information,  we  have  no 
doubt  of  your  ability  to  take  care  of  the  account 
when  it  matures. 

We  are, 

69. 

With  further  reference  to  your  letter  of  the 

inst.,  would  say  we  have  approved  your 

order  to-day,  and  will  make  immediate  ship- 
ment, the  references  you  gave  us,  having  re- 
plied very  satisfactorily. 

We  are  pleased  that  you  gave  us  an  opportu- 
nity of  coming  to  a  common  understanding,  and 


74  TURNING    HIM    DOWN 


now  that  the  matter  has  been  disposed  of,  know 
we  shall  continue  doing  business  together  to 
our  mutual  satisfaction,  etc. 

70. 

We  have  your  letter  of  the  ...» inst.,  and 

in  view  of  what  you  have  written,  and  the  very 

high  manner  in  which  Mr speaks  of 

you,  we  are  approving  your  order  and  it  will 
go  forward  at  once. 

We  are  pleased  to  note  that  you  have  your 
liabilities  in  the  easy  shape  you  mention;  they 
should  cause  you  no  embarrassment,  whatever. 
Of  course,  there  are  circumstances  as  regards 
any  indebtedness,  which  affect  a  credit  risk,  and 
we  always  desire  information  on  this  point,  and 
thank  you  for,  etc. 

71. 

We  have  your  letter,  etc.,  and  carefully  note 
the  explanation  made  therein  with  reference  to 
your  recent  method  of  paying  your  bills,  the 
matter  being  one  of  exception  rather  than  habit. 

We  have  approved  the  order  and  will  get  it 
out  and  ship  to  you  with  as  little  delay  as  possi- 
ble. You  may  wait  until  the  goods  arrive  and 
check  them  up  before  remitting,  if  you  desire, 
It  is  better  for  all  concerned  that  an  under- 
standing be  had  regarding  these  matters  before 
opening  up  business  relations,  and  trust  we  will 
now  be  able  to  do  considerable  business  together 
to  mutual  advantage,  etc. 

72. 

We  are  in  receipt  of  your  letter  of  the  

inst.,  and  have  made  careful  note  of  its  contents, 


TURNING    HIM     DOWN  75 


and  after  further  consideration  have  approved 
the  order  for  holiday  goods  sold  you  by  our  Mr. 

They  will  be  gotten  out  at  once,  and 

forwarded  in  accordance  with  instructions. 

We  can  quite  understand  that  a  failure  of 
crops  in  your  section  would  bring  about  a  short- 
age or  stringency  in  financial  matters.  This, 
we  did  not  know  of  before,  and  with  good  crops, 
and  good  prices  this  season,  (which  you  say 
you  have),  you  will,  no  doubt,  come  out  with 
flying  colors. 

Since  writing  you  on  the ,  we  have  word 

from  ,  of  your  city,  speaking  very  highly 

of  you  and  your  prospects.  We  trust  that  now, 
after  this  little  incident,  our  business  relations 
may  be  of  long  duration  and  to  our  mutual 
satisfaction  and  profit,  etc. 

73. 

We  have  your  letter   of  the  inst,   and 

beg  to  advise  that  we  are  approving  the  order 
and  will  rush  shipment  forward  promptly. 
Frankly  speaking,  were  we  guided  entirely  by 
information  received  from  sources  usually  con- 
sulted in  these  matters,  we  should  not  feel  jus- 
tified in  filling  this  order  on  our  regular  terms, 
but  with  the  assurance  you  give  us,  that  the 
account  against  you  is  a  disputed  one,  that  be- 
ing your  reason  for  not  paying  it,  and  upon 

further    advice    from    Mr ,    who    insists 

that  the  other  information  is  exaggerated,  we  are 
pleased  to  make  the  present  disposition  of  the 
matter,  etc. 

74. 

We    beg    to    thank   you    for    your    remittance 

,    and    are    making   immediate    shipment 

of  the  order  you  sent  us  several  days  ago. 


76  TURNING    HIM    DOWN 


We  agree  with  you,  that  information  through 
the  usual  channels  is  not  always  satisfactory,  and 
yet  the  bulk  of  the  business  to-day,  for  lack  of  a 
better  system,  must  be,  to  a  large  extent,  based 
upon  them.  The  credit  man  sits  at  his  desk, 
and  must  approve  orders  on  credit,  with  very 
little  other  information  than  is  obtained  in  this 
manner.  From  the  tenor  of  your  letter,  and 
the  frank  details  you  give,  we  have  a  suspicion 
that  some  one  has  blundered.  We  are  grateful, 
however,  that  you  have  accepted  the  matter 
good-naturedly,  etc.  Please  favor  us  with  vour 
further  orders,  and  they  will  be  charged  on  our 
regular  terms,  and  duly  appreciated. 


75. 

Acknowledging  your  remittance,  etc.,  we  are 
shipping  your  order  to-day,  and  regret  the  delay 
which  was  occasioned  by  misinformation  re- 
ceived by  us,  your  explanation  having  been  en- 
tirely satisfactory.  We  are  compelled,  to  a 
large  extent,  to  rely  upon  information  which 
comes  to  us  in  such  matters,  and  while  it  is 
rare,  there  are  occasions,  where  gross  errors  are 
made,  and  this  is  evidently  one  of  them.  We 
trust  you  will  acquit  us  of  anything,  but  due 
exercise  of  business  prudence,  which  is  neces- 
sary in  opening  a  new  account,  and  hope  the 
little  incident  may  be  put  behind  us  and  for- 
gotten in  our  future  pleasant  dealings,  etc. 

76. 

We  have   your   communication   of  the   , 

and  in   the  same  mail   the   reply  from   , 

speaking   very   highly   of   you,   and   if    it   is    not 


TURNING    HIM    DOWN  77 


too  late  to  influence  you  to  change  your  mind 
regarding  the  cancellation  of  your  order,  we 
would  be  pleased  to  have  you  reconsider  it.  Of 
course,  you  as  a  business  man,  will  readily 
understand  that  in  the  vast  number  of  accounts 
we  handle — in  fact  any  wholesale  house — we 
must  be  guided  by  such  information  as  we  are 
able  to  obtain  from  authorities  at  our  service; 
and  while  they  make  mistakes  sometimes — in 
fact,  serious  mistakes — we  have  no  alternative 
than  to  rely  on  them,  to  a  great  extent,  not 
coming  in  personal  contact  with  those  with 
whom  we  are  dealing. 

We  trust  that  the  matter  will  be  viewed  by 
you  in  an  impartial  manner,  and  that  you  will 
permit  us  to  make  shipment  on  our  regular 

terms,  which  makes  the  invoice  mature  

Your  selection  seems  a  good  one,  the  order  is 
all  packed,  and  in  view  of  the  splendid  manner 

in  which  mention  you,  are  reluctant  to 

lose  this  order,  but  would  rather  it  begin  pleas- 
ant relations  between  us. 

We  await  your  reply,  and  assuring  you  of  our 
kind  regards, 

77. 

We  have  your  letter  of  the  inst,  and 

regret  that  information  which  came  to  us  through 
authorized  channels  has  evidently  been  incorrect. 
While  it  is  not  frequent,  it  does  happen  that 
errors  in  reports  are  made,  and,  undoubtedly, 
one  has  been  made  in  your  case.  We  are  un- 
able, however,  to  give  you  the  name  of  our 
informant,  as  we  are  under  an  agrement  not  to 
do  this — in  fact,  it  would  vitiate  our  contract  if 
we  did.  We  have,  however,  submitted  to  them 
the  letters  you  sent  us,  and,  indirectly,  while 


78  TURNING    HIM     DOWN 


the  transaction  has  been  most  unpleasant  for 
you,  it  will  succeed  in  removing  information 
which,  as  you  say,  could  do  you  damage.  But 
our  service  can  go  no  further  than  this,  and  are 
sure,  having  explained  it  this  way,  you  will 
understand  our  position.  We  regret  we  have 
lost  the  order,  and  yet  it  has  given  us  a  clearer 
understanding  between  each  other,  and  knowing 
that  you  will  accept  our  explanation,  hope  when 
needing  goods  in  our  line  we  shall  hear  from 
you  again,  etc. 

78. 

We  beg  to  thank  you  for  the  letter  of  the 

inst.,  enclosing  $ ,  advising  us  to 

cut  down  your  order  to  that  amount.  The  mat- 
ter is  having  our  attention  and  shipment  will  go 
forward  to-day. 

We  are  pleased  to  receive  the  information 
which  you  saw  fit  to  give  us,  are  writing  you! 
references,  and,  most  assuredly,  if  their  replies 
are  satisfactory  (which,  no  doubt,  they  will  be) 
we  want  to  sell  you  on  our  regular  terms.  We 
quite  realize,  that  sometimes  an  injustice  is  done 
by  prejudiced  credit  information,  and  yet  is  is 
the  only  guide  which  enables  any  business  house 
to  pass  upon  its  credits.  It  is  gratifying  to  note 
that  you  regard  the  matter  as  indicated  in  your 
letter,  and  hope,  that  having  begun  relations  so 
frankly,  they  may  continue  to  our  mutual  bene- 
fit, etc. 

79. 

We    are    in    receipt    of    letter    from    , 

guaranteeing  your  account  with  us  to  the  ex- 
tent of  about  $ We  are  approving  your 


TURNING    HIM    DOWN  79 


order,  and  it  will  be  gotten  out  and  shipped  at 
once. 

If  it  is  your  intention  to  have  the  bank  guar- 
antee  your   bills    for   any   greater   amount    than 

$ (which  was  about  the  amount  of  the 

first  bill  sold  you  by  our  Mr ),  we  would 

suggest  that  you  get  a  further  letter  from  them 
to  that  effect,  as  without  such  an  instrument, 
they  would  not  consider  themselves  liable  to 
us.  You  do  not  say  in  your  letter  whether  or 
not  the  bank  intends  guaranteeing  subsequent 
bills,  and  we  would  like  to  have  you  see  them  and 
advise  us. 


Replying,  etc  ,  your  order  has  been 

approved,  and  will  be  shipped  without  delay, 
the  terms  being  2%,  ten  days;  net,  thirty. 

In  this  connection,  however,  we  will  say  that 
it  is  not  customary  for  us  to  accept  an  account 
on  regular  terms  from  a  firm  whose  stock  is 
covered  by  a  chattel  mortgage,  but  authorities 
consulted  speak  in  the  highest  terms  of  your 
integrity  and  good  intentions;  that  you  under- 
stand .your  business  thoroughly,  and  give  it 
close,  intelligent  attention;  and  because  of  these 
pleasant  reports  of  you  personally,  we  are  ac- 
cepting the  account. 

We  do  not  expect  our  customers  to  be  rich 
men,  always,  and  are  willing  to  assist,  so  far  as 
is  consistent  with  business  methods,  young  men 
who  are  starting  out  on  their  own  account. 
We  would  be  glad  to  hear  from  you  further, 
from  time  to  time,  as  to  your  prospects,  and 
what  headway  you  are  making  towards  free- 
ing your  stock,  etc. 


80  TURNING    HIM    DOWN 


81. 

Replying  to  your  inquiry  of  ,  inasmuch 

as  you  have  written  us  so  frankly,  we  are  going 
to  do  likewise.  It  will  give  us  a  clearer  mutual 
understanding,  if  you  would  let  us  have  a  state- 
ment of  your  financial  condition — that  is,  rough- 
ly speaking — and  have  no  doubt. from  the  tone 
of  your  present  letter  that  it  will  prove  satis- 
factory for  such  a  line  of  credit  as  you  men- 
tion. We  could,  of  course,  obtain  this  informa- 
tion through  other  channels,  but  it  is  never  so 
satisfactory,  and  where  an  opportunity  arises 
like  this,  we  always  take  the  matter  up  candidly 
with  our  customer. 

We  are  gratified  that  the  outlook  is  so  good 
with  you  for  a  successful  season.  Our  line  this 
year  is  exceptionally  fine,  and  we  know  it  will 
be  a  pleasure  for  you  to  make  your  selection,  and 
that  you  will  find  it  a  good  seller. 

Hoping  to  hear  from  you  in  the  next  few 
days,  etc. 

82. 

We  have  your  letter  of  the  inst,  and 

the  candid  business  tone  of  it  encourages  us  to 
frankly  enquire  of  you  for  a  statement  of  your 
affairs,  instead  of  seeking  this  information  in 
other  channels  open  to  us.  Kindly  fill  up  the 
enclosed  blank  (which  is  quite  brief)  and  for- 
ward to  us  by  return  mail,  and  we  have  no 
doubt  that  when  you  have  done  this,  we  shall 

be  more  than  pleased  to  grant  you  a  $ line 

of  credit,  as  you  mention.  We  always  prefer 
to  deal  directly  with  our  customers,  as  far  as 
possible  in  matters  of  this  kind,  and  are  gratified 


TURNING    HIM    DOWN  81 


you  gave  us  an  opportunity  of  writing  you  in 
this  manner. 

Hoping  to  hear  from  you  in  the  next  few  days, 
etc. 

83. 

We  wired  you  as  follows,  to-day:    "Have  bank 

wire    guaranty    Letters    follow.      Too 

late  if  not  attended  to  immediately,"  and  in  ex- 
planation, might  say,  that  authorities  usually 
consulted  in  such  matters,  while  speaking  of 
your  firm  very  highly  in  a  personal  way,  are 
unable  to  give  definite  information  as  to  the 
real  ownership  of  your  investment,  or  possible 
liabilities,  and  in  view  of  the  extreme  lateness  of 
the  season,  and  the  hazard  of  delay,  trust  our 
disposition  of  the  matter  meets  with  your  ap- 
proval. With  urgency  for  immediate  action  elim- 
inated, we  will  have  ample  time,  later,  to  come 
to  an  understanding,  and  establish  the  account 
on  regular  terms,  as  to  future  orders.  Kindly 
let  us  have  statement-  of  your  affairs,  showing 
assets  and  liabilities,  and  whether  any  of  the 
latter  are  past  due;  also  the  names  of  those  in- 
terested with  you  in  your  enterprise.  We  hope 
that  you  have  complied  with  our  telegram  before 
this  letter  arrives,  and,  as  order  is  all  packed, 
there  will  be  little  delay  if  you  have,  etc. 

84. 

Your   favor  of  the   is  received,   and   in 

reply    are    pleased    to    advise,    that    your    goods 

were   shipped   on  the   inst.,   and  have   been 

followed  with  tracer  to  insure  prompt  delivery. 
We  must  plead  guilty  to  having  held  your  order 
a  few  days,  pending  inquiries,  customary  with  a 
first  order,  which  you  will  readily  understand, 


82  TURNING    HIM    DOWN 


business  prudence  requires.  You  are  recom- 
mended to  us  very  highly  in  every  way,  however, 
and  this  delay  will  not  occur  again.  Hoping 
our  frank  explanation  is  satisfactory,  etc. 

84A. 

Replying  to  your  letter  of  the  inst., 

would  say  that  your  order  was  not  delayed  as  a 

matter  of  credit  precaution,  as  our  Mr 

advised  us  fully  at  the  time  he  sent  us  the  order, 
and  there  was  no  hesitation  on  this  score,  what- 
ever, in  making  shipment,  etc.,  followed  by 
some  excuse. 

85. 

We  have  your  mail  order  of  the inst., 

which  is  having  attention,  but  prefer  hearing  from 
you  in  the  meantime  with  reference  to  your  pres- 
ent account  of  $ ,  which  was  shipped  you 

You  wrote  us  at  the  time  that  you 

would  discount  your  purchase  within  ten  days,  and 
during  the  early  period  of  your  account,  we 
would  prefer  that  you  do  this,  until  your  account 
with  us  is  a  little  more  firmly  established — that 
is,  at  the  present  time,  we  would  rather  not  lap 
bills. 

The  account  is  subject  to  discount  at  this 

time,  which  you  may  deduct  in  making  your 
remittance.  Should  you  let  us  hear  from  you 
promptly,  there  will  be  no  delay,  as  the  order 
you  just  sent  us,  will  be  ready  for  shipment  and 
can  go  forward  as  soon  as  we  hear  from  you,  etc. 

86. 

etc.,  which  has  had  our  careful  co^- 

sideration,  we  can  only  reiterate  the  remarks  in 


TURNING    HIM    DOWN  83 


our  last  communication.  You  informed  us  you 
had  ample  capital  to  pay  for  the  goods  you 
bought  from  us,  but  that  it  was  a  matter  of  con- 
venience to  check  them  up  before  you  remitted, 
and,  consequently,  did  not  expect  that  you  de- 
sired to  sell  them  before  you  made  us  remittance. 
We  have  your  other  order  all  packed,  but  natur- 
ally hesitate  to  make  shipment,  when  you  plead 
lack  of.  funds  with  which  to  meet  your  last  ac- 
count. We  had  a  clear,  definite  understanding 
when  this  was  gone  over  at  the  time  you  made 
your  opening  purchase.  You  made  us  promises, 
as  to  what  you  were  going  to  do,  and  we  expect 
you  to  live  up  to  those  promises,  etc. 

87. 

We  thank  you  for  the  very  handsome  order  Mr. 
_ has  just  sent  in,  which  has  been  ap- 
proved, and  will  go  forward  immediately,  in  ac- 
cordance with  shipping  instructions. 

This  order  will  amount  to  about  $ , 

which,  together  with  the  present  amount  you  are 

now  owing  us,  $ ,  will  run  your  account 

something  over  $ ,  which,  frankly  speak- 
ing, is  a  very  liberal  line  of  credit  for  you;  how- 
ever, in  view  of  the  fact  that  our  Mr , 

who  has  known  you  for  many  years,  speaks  of 
the  progress  you  are  making,  we  have  no  doubt 
that  you  will  be  able  to  take  care  of  the  account 
at  the  close  of  this  season.  We  would  appreciate 
it,  however,  should  you  find  it  convenient,  if  you 
would  let  us  have  remittance  on  your  present 
account  as  your  further  collections  come  in. 

Wishing  you  much  success  with  the  bill  we  are 
shipping  you,  and  assuring  you  of  our  apprecia- 
tion, etc. 


84  TURNING    HIM     DOWN 


88. 

Your  order,   etc 

We  desire  to  call  your  attention  to  the  fact  that 
the  guarantee  of  has  now  been  exhaust- 
ed, as  you  have  paid  us,  to  date,  $ ,  and 

their  indorsement  for  you  was  for  $ Be- 
fore we  can  fill  any  further  orders,  we  shall  have 
to  ask  you  for  further  guarantee  covering  your 
account  for  a  stipulated  sum,  preferably  for  a 
term  of  months.  Let  such  guarantee  be  general, 
covering  any  or  all  bills  up  to  a  certain  amount. 
When  one  guarantees  specific  bills,  he  is  released 
from  such  guarantee  when  the  bills  are  paid  by 
you,  and  would  not  apply  on  subsequent  pur- 
chases, etc. 

89. 

We  have  an  order  in  the  house  from  you  for 
shipment  on  ,  which  is  now  being  pre- 
pared accordingly.  We  beg  to  enclose  herewith 
statement  of  your  account,  and  while  none  of 
it  is  due,  it  occurred  to  us  that  you  might  desire 

to  discount  a  portion  of  the  bill,  which 

is  subject  to  %  discount  at  this  time. 

Thanking  you  to  let  us  hear  from  you  when- 
ever we  can  serve  you,  etc. 


90. 

etc.,  and  while  our  relations  thus  far 

have  been  entirely  satisfactory,  we  would  prefer 
that    your    line    of    credit    with    us    approximate 

its  present  amount,  $ While  none  of  it 

is   due   net   at  this   time,  might  we  not   suggest 
that  you  avail  yourselves  of  our  %  discount 


TURNING    HIM    DOWN  85 


on   purchases,   amounting  to   $ ,   all 

of  which  will  mature  net  after  the  of  this 

month. 

Awaiting  the  favor  of  an  early  reply, 


91. 

We  have  your  several  orders,  through  our  Mr. 
-,   but   before    filling   same,   would   prefer 


awaiting   a    reply   to    this    letter.      These   orders 

will    amount    to    about    $ ,    which    will    be 

considerably  in  advance  of  the  previous  credit 
which  you  have  had  with  us.  We  naturally  hesi- 
tate to  increase  it,  in  view  of  the  fact  that  your 
past  account,  on  a  smaller  basis,  was  frequently 
tardy — in  fact  our  collection  of  Mch.  18th  was 

returned  with  a  payment  of  $ on  account, 

and  the  balance  has  just  come  in  at  this  time. 

We  would  appreciate  a  statement  of  your  af- 
fairs, and  such  other  information  as  might  ena- 
ble us  to  intelligently  dispose  of  this  matter,  as, 
we  want  to  make  shipment  if  we  can  consist- 
ently do  so.  Our  Mr speaks  of  you 

very  highly  and  recommends  that  we  fill  these 
orders,  and  it  may  be  that  we  will  be  perfectly 
satisfied  to  do  so  when  we  have  your  reply,  etc. 


92. 

The    orders    given    to    our    Mr ,    and 

your    addition    therto,    sent    by    mail,    have   been 
received,  and  when  snipped  will  amount  to  about 

$ ,  which   amount,   added  to   the  account 

you   are   already   owing,   $ ,    (due   $ ), 

would    make    your    indebtedness    to      us      about 
$ 


86  TURNING    HIM    DOWN 


While  our  Mr ,  and  all  other  authori- 
ties consulted  speak  highly  of  you  in  a  personal 
way,  yet  in  view  of  the  reported  capital  em- 
ployed in  your  business,  we  would  hardly  feel 
warranted  in  carrying  you  for  so  large  an  amount. 
We  do  not  question  your  good  intentions,  but 
it  is  possible  to  over-reach  yourself  somewhat, 
by  buying  too  many  goods,  and  getting  into 

debt  too  heavily.     $ ,  as  stated  above,  is 

due ,  and  if  you  will  remit  us,  say  $ 

before  date  of  shipment  arrives,  we  will  ship  the 
orders  immediately  thereafter  and  wait  on  you 

until for  the  balance,  which  would  amount 

to   about   $ We   appreciate   your   business, 

and  are  willing  to  extend  you  a  liberal  line  of 
credit,  which  we  feel  we  are  doing  by  making 
you  this  proposition,  etc. 


93. 

etc.      Before    shipping,    however,    we 

should  like  to  hear  from  you  with  a  statement 
of  your  condition  financially,  and  something  as  to 
your  future  prospects.  Mr _ ,  and  all  au- 
thorities consulted,  speak  of  you  in  the  very  high- 
est terms,  and  as  a  moral  risk  you  are  certainly 
all  that  we  could  desire;  but  in  proportion  to 
the  capital  you  are  reported  employing  in  your 
business,  the  amount  which  you  would  be  owing 
us,  would  seem  too  much.  We  are  not  declining 
this  order,  understand,  but  thought  it  best  for 
us  both  that  we  write  you  frankly  for  further  in- 
formation concerning  your  affairs,  and  trust  that 
you  will  receive  this  letter  in  the  spirit  in  which 
it  is  intended.  If  you  find  it  convenient  to  send 
us  check  for  amount  now  owing,  and  a  state- 
ment of  your  affairs,  as  suggested  above,  we 


TURNING    HIM    DOWN  87 


should  feel  inclined  to  ship  this  order,  and  have 
no  doubt  but  that  we  will,  etc. 


94. 

etc.,  which,  in  our  judgment,  is  a  line 

of  credit  disproportionately  in  excess  of  the  cap- 
ital which  you  are  accredited  with  employing, 

i.  e.,  $ ,  a  part  of  which  may,  at  present, 

be  a  liability. 

Might  we  not  suggest  this  shipment  be  held  in 
our  warehouse  until  you  have  had  an  opportunity 
of  discounting  your  present  indebtedness  with 
us;  or,  perhaps,  your  bank  might  assist  you,  and 
if  discounted  at  this  time,  the  account  would  be 
subject  to  interest  for  prepayment  between  this 
and  at  the  rate  of  %  per  annum,  etc. 


95. 

(Requesting  statement,  etc.)  Your  account  thus 
far  has  been  highly  satisfactory,  and  while  we 
understand  that  you  are  giving  us  your  entire 
business  in  our  line,  and  we  appreciate  it,  at  the 
same  time  the  orders  now  in  the  house,  when 

shipped,  will  run  about  $ ;  probably  more. 

We  always  believe  in  being  perfectly  frank  in 
these  matters,  instead  of  seeking  the  information 
through  other  channels  open  to  us,  and  usually 
employed  by  others,  because  it  gives  us  clear, 
mutual  understandings.  We  have  met  you  in 
the  store,  and  are  impressed  that  you  are  a 
thorough  business  man,  and  will  understand  the 
reason  which  prompts  this  enquiry.  We  will 
have  your  order  in  shape  to  go  forward  as  soon 
as  we  hear  from  you,  and  expect  to  make  ship- 


88  TURNING    HIM     DOWN 


ment,  as  we  haven't  the  slightest  doubt  but  that 
your  reply  will  be  entirely  satisfactory,  etc. 

96. 

etc.     Might  we  not  suggest  that  you 

discount  the  upper  portion  of  the  enclosed  state- 
ment, amounting  to  $ ,  which  will  be  sub- 
ject to  %  if  remitted  at  this  time,  although 

it  will,   in  another  thirty  days,  be  due  net. 

We  are  holding  the  order  awaiting  your  reply, 
and  trust  that  what  we  have  said  will  be  taken  in 
good  part,  as  a  creditor  can  often  do  more  injury 
to  his  customer,  by  selling  him  beyond  a  con- 
servative limit,  and  exacting  prompt  payment  of 
the  account  when  it  is  due,  than  by  merely  call- 
ing his  attention  to  facts,  which  seem  apparent 
at  this  time,  etc. 

97. 

etc.  We  have  delayed  writing  you 

definitely  in  regard  to  shipping  holiday  bill,  until 
hearing  from  our  Mr 

We  are  now  in  receipt  of  a  letter  from  him,  and 

as  before,  he  advises  us  to  ship  you  $ 

worth  of  goods,  if  we  feel  that  we  cannot  ship 

it  all.  Mr and  all  others  consulted, 

speak  in  the  highest  terms  of  you,  as  capable, 
hustling  business  men,  and  of  the  very  best  in- 
tentions, etc.,  yet  we  feel  that  to  act  upon  his 
suggestion,  you  would  be  owing  us  more  than 
we  would  be  warranted  in  carrying  you  for,  con- 
sidering the  capital  you  have  employed  in  your 
business,  as  against  outstanding  obligations,  etc. 

98. 

Replying  to  your  favor  of  ,  with  state- 
ment enclosed,  would  say  the  matter  has  had  very 


TURNING    HIM    DOWN  89 


careful  consideration  at  the  hands  of  our  Credit 
Department,  as  well  as  several  of  our  directors, 
who  are  always  here  with  us.  We  have  looked 
up  your  town,  find  that  it  is  a  thriving,  manu- 
facturing point,  and  believe  that,  eventually,  you 
are  going  to  make  a  success  of  your  business; 
but  in  our  opinion  this  bill,  which  will  amount  to 

very  nearly  $ ,   would   necessitate   a  larger 

line  of  credit  than  we  would  feel  warranted  in 
granting  you,  based  upon  the  statement  you  of- 
fer us,  which  shows  an  indebtedness  of  $ 

against  a  $ stock,  which  latter  item,  we 

presume  to  be  estimated. 

Our  Mr ,  whom  it  appears  has  known 

you  for  many  years,  speaks  of  you  very  highly, 
indeed,  and  we  have  this  proposition  to  make 
you.  If  you  will  let  us  have  remittance  for  one- 
half  of  this  bill,  or  one-half  of  such  portion  of  it 
as  you  may  now  decide  to  have  shipped,  we  will 
forward  the  entire  lot,  the  balance  subject  to  our 
regular  terms,  etc. 

99. 

Asknowledging   receipt    of    your    favor    of    the 

inst,  would  say  we  are  withdrawing  the 

items  from  your  order,  in  accordance  with  the 
cancellation  you  send  us,  and  the  balance  will  go 
forward  immediately.  You  have  written  us  very 
frankly  and  encouraged  us  to  admit  we  did  feel 
that  as  your  first  season  is  more  or  less  proble- 
matical, and  there  is  a  possibility  that  you  might 
be  disappointed  at  its  close,  the  bill  was  rather 
too  large.  With  this  in  mind,  we  desired  to  as- 
certain exactly  how  you  stood  financially,  so  that 
if  matters  did  not  turn  out  entirely  as  you  ex- 
pected, whether  you  would  be  embarrassed,  if 
you  were  compelled  to  carry  much  of  the  stock 
over  for  another  season. 


90  TURNING    HIM    DOWN 


While  we  endeavor  to  sell  as  many  goods  as 
we  can,  at  the  same  time,  it  is  always  with  a 
view  of  protecting  our  customers,  as  far  as  pos- 
sible. From  your  statement,  however,  and  the 
order  as  it  now  stands,  we  believe  you  can  con- 
trol the  situation  satisfactorily.  We  do  not  usu- 
ally write  so  frankly,  but  you  entered  into  the 
matter  in  such  a  business-like  spirit  that  we  can't 
help  it. 

Assuring  you  of  our  best  wishes  for  your  suc- 
cess, and  wishing  to  serve  you  in  every  possible 
manner,  we  are, 

100. 

Replying ,  etc.,  would  suggest  that  you 

let  us  have  remittance  for  one  half  the  amount 
of  your  order  before  shipping;  or  if  it  would 
suit  you  better,  you  might  prefer  our  dividing 
the  order  into  two  parts,  making  two  separate 
shipments  of  it,  giving  you  an  opportunity  of 
checking  and  remitting  for  first  lot,  before  for- 
warding the  second  half. 

Kindly  give  the  matter  your  consideration  and 
let  us  hear  from  you  as  to  what  it  will  be  con- 
venient for  you  to  do  in  the  matter.  No  delay 
is  being  occasioned  by  writing  you,  as  the  order 
is  having  attention  and  being  laid  out,  but  we 
desire  to  hear  from  you  before  packing,  so  that 
should  the  order  be  divided,  it  could  be  done 
more  easily,  etc. 

101. 

etc.,  before  filling  this  order  we  would 

prefer  having  a  frank  explanation  of  just  how 
your  affairs  stand  at  present.  Although  we  have 
done  considerable  business  together,  and  your 
present  indebtedness  of  $ is  less  than 


TURNING    HIM    DOWN  91 


you  have  owed  us  at  one  time,  it  is  considerably 
past  due,  and  we  also  understand  that  your  other 
indebtedness  has  gradually  increased;  conse- 
quently, in  the  absence  of  advice  from  you,  are 
unable  to  dispose  of  the  matter. 

Your  account  with  us  has  never  been  questioned 
heretofore,  and  we  would  not  now  hesitate  to 
ship  this  order,  had  not  your  account  gotten  in 
its  present  unsatisfactory  condition,  etc. 

102. 

We  have  your  order,  through  our  Mr , 

which  has  been  approved  and  will  go  forward 
in  accordance  with  shipping  directions. 

With  reference  to  your  present  account  with 
us,  however,  we  want  to  say  frankly  (and  we 
believe  in  frankness),  that  we  had  anticipated 
you  would  have  reduced  it  by  this  time,  con- 
siderably more  than  is  shown  by  the  present  due 

balance,  $ We  would  appreciate  it  if 

you  would  kindly  let  us  have  a  brief  showing  of 
your  affairs,  and  advice  as  to  what  amounts  are 
owing  to  your  principal  creditors.  Please  under- 
stand we  are  not  questioning  your  intentions, 
whatever,  as  we  enjoy  the  same  confidence  in 

you  as  is  expressed  by  our  Mr ,  but  when 

a  large  due  balance  is  not  appreciably  reduced,  it 
at  least  shows  inability  to  cope  with  conditions 
as  they  exist,  and  as  a  large  creditor,  naturally, 
we  are  desirous  of  knowing  just  how  matters 
are  with  you. 

During  the  last  three  or  four  months,  your 
payments  just  about  take  care  of  purchases  made 
during  that  time,  without  reducing  the  old  bal- 
ance. As  it  will  probably  be  necessary  to  carry 
for  quite  an  extended  period,  a  considerable  por- 


92  TURNING    HIM    DOWN 


tion  of  what  is  now  due,  might  we  not  suggest 
that  it  be  disposed  of  by  joint  monthly  notes  of 

you  and  ,  maturing  beginning  with  , 

etc. 


103. 

We  are  in  receipt  of  an  order  from  you,  through 

our  Mr ,  together  with  a  letter  from 

him,  explaining  why  you  had  not  remitted  for 
our  account,  the  greater  part  of  which  is  now 
considerably  past  due.  He  explains  that  you 
have  been  ill  for  some  time,  and,  therefore,  un- 
able to  be  about,  but  that  would  collect  in 
your  money  and  pay  our  account  within  eight  or 
ten  days  from  this  date.  He  further  states  that 
you  owe  very  little  to  others,  and  that  your  ag- 
gregate indebtedness  is  not  over  $ ;  speaks 

very  highly  of  you  in  a  personal  way,  and  rec- 
ommends that  we  ship  you  the  goods,  for  which 
he  sends  orders.  This  we  will  do,  and  you  will 
receive  invoice  for  them  tomorrow.  The  amount 

of  your  indebtedness  to  us  is  $ ,  all  of 

which  is  now  due,  and  we  hope  to  be  favored, 
at  an  early  date,  with  remittance  to  cover  the 
amount. 

Hoping  that  you  are  again  in  the  enjoyment  of 
good  health,  etc. 

104. 

We  thank  you  for  your  order  given  to  our  Mr. 

,  which  is  having  our  attention.     In  the 

meantime,  however,  we  would  be  pleased  to 
receive  your  remittance  covering  your  due  ac- 
count of  $ ,  to  which  we  have  previously 

called  your  attention.    We  do  not  object  to  some 


TURNING    HIM    DOWN  93 


accommodation  in  the  matter  of  carrying  ac- 
counts, but  desire  them  paid  within  a  reasonable 
time. 

Thanking  you,  etc., 

105. 

Replying  to  your  letter  of  ,  requesting 

an  extension  until  ,  etc.  We  regret  that 

you  found  this  necessary,  on  account  of  our  own 
requirements  at  this  time,  but  we  have  confi- 
dence that  you  will  be  able  to  send  a  remittance 
in  two  weeks,  as  stated,  and  if  you  do  so 
promptly,  etc. 

The  bills  sold  you  by  our  Mr ,  with 

instructions  to  ship  when  ready,  will  be  forward- 
ed some  time  the  latter  part  of  the  month.  Our 
tablets  are  not  yet  in,  but  we  expect  them  all  be- 
fore   ,  and  as  they  are  school  supplies, 

we  presume  you  will  have  no  special  use  for  them 
until  later  in  the  season,  etc. 

106. 

etc.    Before  we  can  ship  this  order,  we 

desire  to  hear  from  you  regarding  the  account 
you  are  already  owing  us,  and  believe,  if  the 
situation  were  reversed,  you  would  agree  with 
us  that  it  is  far  from  satisfactory  at  this  end. 

You  are  now  owing  us  $ ,  of  which  amount 

$ is  past  due.     If  we  continue  doing  bus? 

ness  together  (and  we  hope  we  will)  you  must 
pay  up  what  you  owe,  and,  in  the  future,  keej 
your  account  in  better  shape.  It  would  appear 
to  us,  from  the  business  you  are  doing,  and  with 
the  capital  you  are  reported  to  employ  in  your 
enterprise,  that  you  should  make  a  better  showing 


94  TURNING    HIM    DOWN 


towards  paying  us,  than  you  have  to  date.  We 
have  written  you  frequently  in  the  past,  regarding 
your  delinquencies,  but  have  never  given  you  any 
trouble,  and  don't  want  to  do  so,  but  we  must 
insist  upon  your  doing  something  for  us  very 
soon,  etc. 

107. 

We  have  your  mail  order  of  the  22d  inst,  but 
prefer  having  a  reply  to  our  last  letter  regarding 
your  account.  The  last  remittance  we  had  was 

Mch.  29th,  and  your  present  balance  of  $ , 

we  feel  should  be  taken  care  of  before  increasing 
the  account. 

We  are  not  taking  this  up  as  a  matter  of  your 
responsibility,  as  your  indebtedness  with  us  has 
been  more  than  this  amount,  and  we  would  not 
hesitate  to  approve  orders  for  considerably  more 
at  this  time.  We  feel,  however,  that  you  are  neg- 
lecting the  matter,  and  would  prefer  coming  to 
an  undertsanding  before  making  this  shipment. 

Kindly  let  us  hear  from  you,  and  in  the  mean- 
time, we  remain, 

108. 

The  order  recently  taken  from  you  by  our  Mr. 

is  before  us,  but  before  we  can  fill  and 

ship  same,  we  shall  have  to  ask  you  to  pay  up 

your  present  due  account,  amounting  to  $ , 

all  of  which  is  some  time  past  due.   The  bill  sold 

by  Mr amounts  to  about  $ If 

we  continue  doing  business  together,  it  must  be 
on  lines  nearer  in  accord  with  our  terms  than 
heretofore. 


TURNING    HIM    DOWN  95 


109. 

Etc ,  but  before  giving  this  order  at- 
tention, would  prefer  that  you  reduce  your  pres- 
ent due  balance,  amounting  to  $ 

We  are  not  apprehensive  regarding  the  ulti- 
mate payment  of  the  account,  and  it  is  not  on 
these  grounds  that  we  raise  the  point  in  ques- 
tion; but  you  recently  mentioned  conditions  with 
you  as  having  been  very  unfavorable,  and  should 
they  continue  so,  it  would  mean  that  this  in- 
creased indebtedness  would  have  to  be  carried 
correspondingly  with  the  past  due  account;  in 
other  words,  the  question  which  now  confronts 
us,  is  whether  conditions  in  your  section  will 
warrant  us  in  increasing  your  account.  Our  Mr. 

writes  us  at  length,  and  were  we  guided 

entirely  by  his  views  in  the  matter,  would  make 
shipment,  but  have  always  regarded  an  indefinite 
request  for  carrying  an  account,  as  militating 
against  its  increase.  At  any  rate,  before  doing 
anything  in  the  matter,  would  be  pleased  to  hear 
from  you,  with  information,  which  would  assure 
us,  that  such  purchases  as  you  make  from  now 
on,  will  receive  better  attention  when  they  ma- 
ture, etc. 

110. 

Our  Mr has  forwarded  us  the  order 

recently  taken  from  you  while  in  your  city,  but 
before  we  can  fill  and  ship,  we  shall  have  to  ask 
you  to  bring  up  arrearages. 

Since  opening  the  account  with  you  in  March, 
we  have  received  no  money  from  you.  There  is 

due  $ for  bill  of  Mch  7th,  that  has  been 

due  since  May  7th,  and  a  bill  of  Mch.  28th, 
$ ,  will  be  due  in  a  week.  These  two  bills 


96  TURNING    HIM    DOWN 


aggregate  $ ,  and  if  you  will  forward  us 

your  check  for  this  amount,  we  will  be  pleased 
to  ship  the  order  referred  to,  which  amounts  to 

$ You  wrote  us,  on  May  Sth,  that  you 

would  make  us  remittance  the  following  week, 
but  this  has  not  yet  come  to  hand,  etc. 

111. 

We  have  your  order  of  the  inst.,  which 

will   amount   to   about   $ ,   but   in   view   of 

your  account  being  past  due  with  us,  and  having 
had  no  advice  from  you  concerning  it,  would 
prefer  that  you  take  care  of  the  present  indebt- 
edness before  shipping  this  order.  We  do  not 
expect  our  customers  to  have  unlimited  capital, 
but  have  never  felt  the  wisdom  of  increasing  an 
account,  while  it  is  apparent  that  bills  already 
purchased  are  being  neglected.  We  are  satisfied 
that  your  intentions  are  all  they  should  be;  how- 
ever, the  past  due  indebtedness  operates  as  a 
menace  to  your  credit,  and  experience  has  taught 
us  it  cannot  always  be  controlled  by  the  debtor, 
etc. 

112. 

The  order  recently  given  our  Mr is 

at  hand,  and  will  amount  approximately,  to 
$ when  filled. 

We  find,  in  looking  over  your  account,  that 
you  have  been  somewhat  slow,  heretofore,  in 
making  your  payments.  In  fact,  you  have  re- 
mitted us  nothing  direct,  and  only  paid  our 
drafts  after  considerable  urging.  You  are  now 

owing  us  $ ,  which  was  due  on  If 

you  will  remit  us  this  amount,  promptly,  we  will 
ship  the  holiday  order  on  regular  terms,  and  will 


TURNING    HIM    DOWN  97 


expect  you  to  take  care  of  it  on ,  when  due, 

or  immediately  after  ,  when  you  will,  no 

doubt,   have  disposed  of   the  goods,  etc. 

113. 

Etc We  might  add  that  we  have  not 

the  slightest  apprehension  as  regards  the  finan- 
cial risk,  as  from  credit  authorities  consulted  it 
appears  you  have  ample  capital,  and  are  satisfied 
that  your  intentions  are  all  they  should  be;  still 
your  past  due  indebtedness,  operates  as  a  menace 
to  your  credit,  causing  hesitation  in  making  fresh 
shipments,  when  so  old  a  balance  is  not  taken 
care  of.  We  do  not  know  the  circumstances 
which  have  necessitated  our  carrying  it  so  long, 
and  would  appreciate  hearing  from  you  regarding 
the  matter,  before  our  business  relations  assume 
greater  volume.  We  do  not  feel  that  we  are 
asking  too  much  when  we  request  a  payment  of 
the  due  account,  or  at  least  a  liberal  portion  of 
it,  before  making  shipment. 

In  the  meantime,  etc. 

114. 

Our  draft  of  for  $ has  been 

returned  by  ,  with  the  indorsement  that 

you  could  not  pay  just  now.  With  this  explana- 
tion before  us,  we  do  not  feel  justified  in  further 
increasing  your  indebtedness  with  us;  hence  are 

holding  your  order  given  our  Mr until 

we  receive  a  reply  to  this  letter,  etc. 

115. 

Our  Mr has  sent  us  the  order  given 

him  by  you  on  ,  and  we  are  having  the 


98  TURNING    HIM    DOWN 


same  gotten  out  and  prepared  for  shipment,  but 
before  we  can  forward  the  goods,  we  shall  have 

to   ask   you   to   remit   us   $ ,   which   is    now 

sometime  past  due.  As  soon  as  this  remittance 
is  received,  we  will  be  pleased  to  make  ship- 
ment. Mr tells  us  that  you  informed 

him  you  had  made  us  a  remittance  on  

or  No  such  remittance  has  been  received 

by   us.     Mr speaks   in  very   favorable 

terms  of  you,  and  of  your  business,  and  we  are 
unable  to  undertsand  why  you  cannot  keep  your 
account  with  us  in  better  shape. 

Kindly  send  us  check  to  cover  above  amount, 
and  we  will  then  forward  the  goods  without  any 
delay. 

116. 

Your  holiday  order,  amounting  to  $ v 

is  all  packed  and  ready  to  forward,  but  we  are 
just  in  receipt  of  information  to  the  effect  that 
there  are  a  number  of  claims  in  attorneys'  hands 
against  you;  and  mention  is  also  made  of  the 
fact  that  quite  a  few  have  been  settled  in  this 
manner,  recently. 

We  would  like  to  hear  from  you  with  a  state- 
ment of  your  financial  condition,  and  just  how 
you  stand  at  this  time.  We  believe  in  being 
frank  in  matters  of  this  character,  as  it  is  more 
satisfactory  to  have  mutual  understandings,  when 
the  indications  all  appear  to  the  effect  that  you 
are  having  difficulty  in  meeting  your  bills.  We 
have  indulged  you,  ourselves,  in  the  matter  of 
your  last  account,  as  is  evidenced  by  the  present 

balance  of  $ ,  which  fell  due  

We  did  not,  however,  know  that  you  were  behind 
with  your  other  accounts,  presuming  that  we, 
being  very  good  friends  of  yours,  you  were 


TURNING    HIM    DOWN  99 


seeking  accommodations  at  our  hands,  in  prefer- 
ence to  some  of  your  other  creditors.  Natur- 
ally, under  the  circumstances,  we  hesitate  to  make 
shipment  of  the  goods  now  packed. 

Our  Mr urges  us  to  make  immediate 

shipment,  in  order  that  you  might  not  be  disap- 
pointed by  their  late  arrival,  but  are  confident 
that  you  will  understand  the  business  prudence 
which  dictates  our  action,  and  hope  that  you 
will  let  us  have  an  early  reply,  with  details  and 
information  which  will  enable  us  to  intelligently 
dispose  of  the  matter,  and  remittance  covering 
your  due  account.  We  are  always  willing  to  as- 
sume what  might  be  termed  a  fair  commercial 
risk;  but  if  there  are  many  claims  against  you 
in  attorneys'  hands,  the  natural  inference  is 
they  must  be  paid  before  our  account  will  be 
settled,  as  those  claims  will  be  pressed. 

117. 

Etc ,  but  in  view  of  the  fact  that  you 

have  been  somewhat  delinquent  in  paying  your 
account  with  us,  and  we  understand  you  are 
frequently  behind  with  others,  we  have  conclud- 
ed that  it  would  be  better  for  both,  that  you 
limit  your  purchases  to  a  given  amount.  You 

ars  now  owing  us  $ ,  which  is  due , 

and  if  you  will  remit  us  this  amount  promptly, 
we  will  be  pleased  to  forward  this  order  given 
Mr without  further  delay. 


118. 

Etc We  have  been  holding  your  last 

order  given  our  traveler,  several  days,  expecting 
to    have    a    liberal    payment    on    account,    which 


100  TURNING    HIM    DOWN 


would  warrant  us  in  making  shipment,  and  are 
quite  disappointed  to  receive  your  letter,  with- 
out any  remittance. 

Please  make  an  effort  to  do  something  for 
us  at  this  time,  as  your  April  collections  are, 
no  doubt,  now  in  hand.  Of  course,  you  will 
readily  understand  we  are  not  seeking  interest, 
as  it  is  necessary  to  turn  our  capital  frequently, 
in  order  to  make  an  advantageous  showing  for 
the  year.  It  not  infrequently  occurs  that  mer- 
chants use  their  banks,  who  are  anxious  to  make 
the  interest,  as  that  is  their  business,  and  might 
suggest  that  you  do  the  same,  and  in  this  man- 
ner improve  matters  all  around,  etc. 


119. 

Etc When  this  order  is  filled,  it  will 

amount  to  about  $ In  view  of  the  high 

esteem  in  which  Mr holds  you,  and  the 

confidence  he  has  in  you,  we  have  hesitated  to 
write  and  say  that  we  believe  it  best  for  us 
both  that  we  hold  this  order  for  a  while,  until 
you  have  paid  the  amount  you  are  now  owing, 

$ ,  all  of  which,  with  the  exception  of  a 

dollar  or  two,  is  now  past  due. 

In  this  connection  we  want  to  say,  that  we 
are  disposed  to  extend  you  the  fullest  accommo- 
dation, consistent  with  business  precedent,  but 
believe  it  better  to  take  these  matters  up  frankly 
between  ourselves  when  prudence  for  our  mu- 
tual interests  suggests  that  we  should  do  so. 

Hoping  that  it  may  not  be  inconvenient  for 
you  to  make  us  an  early  remittance,  we  are, 


TURNING    HIM    DOWN  101 


120. 

We  are  in  receipt  of  a  letter  from  Mr , 

enclosing  an  order,  the  shipment  of  which  is 
discretionary  with  ourselves.  Of  course,  you 
will  readily  understand,  in  view  of  the  past  due 
condition  of  your  present  account,  there  is  not 
very  much  encouragement  to  fill  further  orders. 
The  amount  you  are  owing  us  is  not  large — at 
the  same  time  it  is  apparent  that  even  a  small 
account  is  causing  you  embarrassment  at  this 
time.  There  should  be  no  reason  for  our  hav- 
ing to  write  you  a  letter  of  this  character,  as 
we  are  led  to  believe  that  you  employ  ample 
capital  in  your  business.  Please  let  us  dispose 
of  this  little  matter  and  get  your  account  in  the 
"clear." 

121. 

Your  remittance  of  the  inst.,  amounting 

to  $ ,  has  been  duly  passed  to  your  credit, 

leaving  a  balance  due  of  $ 

While  we  would  have  appreciated  your  remit- 
tance being  a  little  larger,  we  are  approving 
your  order  now  with  us,  and  it  will  be  rushed 
forward  at  once,  and  hope  it  will  reach  you  with 
little  delay. 

Please  let  us  hear  from  you  with 

further  remittance,  as  promised,  etc. 

122. 

We  have  your  favor  of  the  inst.,  and  it 

has  had  our  careful  attention.  We  regret,  ex- 
ceedingly, that  anything  we  might  have  written, 
should  have  created  a  desire,  on  your  part,  to 
cancel  this  order.  We  felt,  in  taking  up  the  mat- 


102  TURNING    HIM    DOWN 


ter  on  purely  business  lines,  and  being  perfectly 
frank,  that  we  would  not  be  misunderstood.  If 
you  will  send  us  your  remittance  and  permit 
this  order  to  stand  (and  we  feel  confident,  upon 
second  thought,  that  you  will,)  there  is  no  rea- 
son why  we  should  not  continue  doing  business 
together. 

We  do  not  want  this  little  incident  to  come 
up  to  mar  the  cordial  relations  which  have  ex- 
isted between  us.  We  do  not  want  you  to  feel 
that  there  is  any  occasion  for  it.  We  trust  the 
matter  will  have  your  further  favorable  con- 
sideration, and  awaiting  your  reply,  we  are,  with 
kindest  regards, 

123. 

Replying  to  your  favor  of  the  inst.,  are 

disappointed  that  you  still  find  yourself  unable 
to  take  up  your  past  due  account  with  us,  which 
is  now  getting  quite  old,  and  would  be  pleased 
to  have  you  give  it  your  best  attention,  as  you 
say  you  will,  to  the  end  that  it  will  soon  be  well 
in  hand.  It  is  further  to  be  regretted  that  the 
condition  of  your  account,  warrants  you  in  can- 
celling the  order  which  is  now  with  us.  This 
is  an  unfortunate  phase  of  backward  accounts, 
and  hope  it  will  not  lose  us  more  of  your  good 
business  than  is  absolutely  necessary,  as  in  car- 
rying you,  and  trying  to  please  you,  do  not 
want  it  to  work  to  our  disadvantage,  your  or- 
ders possibly  going  elsewhere. 

Hoping  for  an  early  improvement  in  condi- 
tions with  you,  and  trusting  to  hear  from  you 
at  your  early  convenience,  we  are,  with  kind 
regards, 


TURNING    HIM    DOWN  103 


124. 

Replying  to  your  letter  of  ,  we  are  ap- 
proving, etc. 

After  receiving  your  letter  and  taking  the 

matter  up  with  our  Mr ,  he  urges,  as 

you  do,  that  your  tardiness  is  attributable  to 
backward  collections  with  you,  caused  by  late- 
ness of  crops,  and  that  in  a  week  or  ten  days, 
you  will  receive  your  due  accounts,  and  in  turn 
remit  us.  Under  these  conditions,  we  are  per- 
fectly willing  to  grant  you  this  accommodation, 

and  awaiting  your  advice  on  the  inst, 

etc. 

125. 

Replying  to  your  favor  of  the  24th  inst.,  would 
say,  after  giving  the  matter  careful  considera- 
tion, we  would  prefer  not  to  make  shipment  of 
your  order.  We  regret  this  matter  as  much  as 
you  do,  as  we  do  not  want  to  lose  your  account 
— at  the  same  time  it  would  be  contrary  to  our 
judgment  to  make  shipment  in  view  of  informa- 
tion which  we  previously  mentioned,  and  which 
you  concede  as  being  correct. 

We  hope  you  will  dispose  of  your  property, 
as  anticipated,  and  that  it  will  enable  you  to 
clear  up  these  outstanding  balances  against  you. 
Our  decision  is  to  be  especially  regretted,  owing 
to  the  lateness  of  the  season;  we  still  think  you 
would  be  best  served  if  you  let  us  have  remit- 
tance for  $ ,  and  let  the  goods  go  forward. 

We  say  this  in  all  sincerity,  because  we  know 
what  it  means  to  go  into  the  open  market  at 
this  time  to  purchase  holiday  goods.  We  would 
have  written  you  sooner,  in  fact  before  we 
packed  the  goods,  had  we  the  least  intimation  of 


104  TURNING    HIM    DOWN 


reports  which  later  came  to  us,  and  which  were 
received  with  considerable  surprise  on  our  part. 
It  is  one  of  the  unfortunate  instances  which  will 
sometimes  arise,  where  neither  of  us  are  to 
blame,  and  we  are  writing  you  with  a  view  to- 
wards making  the  best  of  an  unfortunate  situa- 
tion. Should  we  not  hear  from  you  by  wire  on 
Wednesday,  will  unpack  the  shipment  and  put 
it  back  in  stock.  , 

126. 

Your  favor  of  the  24th  inst,  just  received,  and 
I  make  a  prompt  reply  for  the  reason  that  I  do 
not  want  to  cause  you  any  further  delay  than 
is  necessary  in  placing  your  order  elsewhere.  I 
have  taken  up  the  matter  with  our  credit  man, 

Mr ,  and  also  with  Mr ,  and  find 

them  both  opposed  to  shipping  out  any  more 
goods  to  you  under  the  circumstances. 

If  you  understood  the  matter  fully,  and  could 
look  at  it  in  the  light  in  which  they  do  from 
this  end  of  the  line,  you  would  hardly  blame 
them  for  coming  to  this  decision,  as  they  are 
unable  to  get  satisfactory  information  from  the 
various  sources  which  they  have  consulted. 

Of  course,  I  would  regret  very  much  to  lose 
your  business,  as  you  have  been  a  good  customer 
to  me,  as  well  as  an  old  and  true  friend,  and  it 
pains  me  to  think  that  our  business  relations 
should  be  severed.  However,  should  this  occur, 
allow  me  to  assure  you  that  I  have  for  you,  per- 
sonally, nothing  but  the  kindest  feelings,  and 
desire  always  to  be  classed  as  one  of  your 
friends. 

I  still  think  that  it  would  be  to  your  interest, 
under  the  circumstances,  to  make  a  personal 


TURNING    HIM    DOWN  105 


statement  of  your  business  affairs  to  the  house 
and  either  remit  or  secure  this  shipment  of 
goods,  or  at  least  a  part  of  it.  This  would  as- 
sure you  a  good  holiday  line,  and  at  the  same 
time  would  give  the  house  and  yourself  a  suffi- 
cient length  of  time  to  consider  matters,  and  get 
together  again.  However,  you  understand  your 
business  best,  and,  of  course,  will  act  according- 
ly, but  I  certainly  hope  that  matters  will  be  so 
adjusted  that  we  can  continue  our  business,  as 
well  as  cur  friendly  relations. 

Your  friend, 


127. 

Your  letter  of is  duly  received,  read  and 

noted  with  care.  We  have  delayed  our  answer 
a  day  or  two,  considering  it,  and  in  reply  will 
say  that  we  have  every  confidence  in  your  good 
intentions,  and  believe  you  would  always  do  as 
you  agree  to,  if  able;  but  we  have  to  consider 
these  matters  from  a  strictly  business  standpoint, 
and  when  we  do,  we  cannot  see  how  we  would 
be  justified  in  shipping  you  the  order,  until  your 
past  due  indebtedness  with  us  is  cared  for,  par- 
ticularly that  portion,  etc , If  you  can 

raise  the  money,  with  which  to  pay  this,  we  will 
let  the  shipment  go  forward  when  you  want  it, 
and  allow  you  to  remit  us  balance  of  the  older 

account,  $ ,  later  on.   We  believe  if  you  can 

get  your  relative,  whom  you  mention,  to  help 
you  along  a  little  further,  you  will  be  able  to 
make  a  success  of  your  venture.  This  idea  is 
suggested  by  the  fact  that  he  is  already  inter- 
ested, and  the  further  fact,  that  it  would  seem  to 
us  you  need  a  little  more  capital  in  your  business 
to  run  it  right. 


106  TURNING    HIM    DOWN 


Hoping  that  you  will  be  able  to  arrange  your 
account  as  above  suggested,  etc. 

128. 

We  are  in  receipt  of  your  letter  of  the  

inst.,  and  have  carefully  read  and  noted  its  con- 
tents. Notwithstanding  the  explanation  which 
you  make  with  reference  to  why  you  have  not, 
and  why  you  cannot  now  pay  your  due  account 
with  us,  we  think  that  you  should  make  some 
arrangement  to  borrow  the  money  to  do  so,  or 
else,  interest  more  capital  in  your  business,  and 
from  authorities  consulted,  we  conclude  that 
you  should  have  more  capital. 

As  merchants,  we  cannot  extend  the  credit 
which  you  seem  to  want.  We  do  not  mean  by 
this  that  we  never  give  extensions,  for  we  fre- 
quently do,  but  it  is  usually  with  some  definite 
understanding  as  to  when  payment  will  be  made. 

You  began  trading  with  us  last  ,  about 

three  months  ago,  and  have  not,  as  yet,  paid  us 
anything  on  your  account.  After  receiving  your 
letter  to-day,  we  concluded  to  send  you  the  fol- 
lowing night  message:  "Must  have  payment  or 
secured  note  for  amount  due  before  filling  or- 
der," which  we  now  confirm. 

A  statement  was  sent  you  on  the  first  of  the 
month,  showing  amount  due  at  that  time  to  be 

$ ,  and  your  total  indebtedness  as  $ 

If  you  cannot  raise  the  money  with  which  to  pay 
us,  you  should  certainly  be  able  to  close  the 

account  by  secured  note,  payable,  say,  the  

of  That  would  give  you  ample  time  to 

dispose  of  your  holiday  goods  and  collect  the 
money  for  them.  Please  let  us  hear  from  you. 


TURNING    HIM    DOWN  107 


129. 

We  have  your  letter,  etc.  If  you  will  pardon 
us  for  the  remark,  we  believe  your  entire  diffi- 
culty rests  with  the  extension  of  too  much 
credit  to  your  trade,  as  we  do  not  recall  a  simi- 
lar instance  of  any  one  of  our  customers,  who 

has  a  stock  of  $ with  accounts  charged  on 

his  books  amounting  to  $ It  is  out  of 

proportion,  entirely,  and  must,  eventually,  lead 
to  just  such  a  predicament,  as  that  in  which  you 
now  find  yourself. 

We  hope  that  you  will  make  your  collections 
early,  as  you  anticipate,  and  believe  when  you 
get  upon  the  cash  basis  you  now  contemplate, 
you  will  find  things  running  more  smoothly,  al- 
though your  sales  might  not  amount  to  so  much. 
You  will  at  least  have  the  goods  or  the  money, 
and  either  is  preferable  to  so  large  an  amount 
of  delinquent  book  accounts. 

We  believe  that  our  past  relations  will  war- 
rant us  in  saying  that  we  have  your  interests  at 
heart,  want  to  see  you  succeed,  and  are  willing 
to  extend  you  quite  unusual  accommodations,  but 
at  this  time  must  ask  that  you  get  in  some  of 
your  collections,  and  reduce  your  account  with 
us  before  making  further  shipments,  etc. 


130. 

We  are  in  receipt  of  your  letter  of  the 

inst,  enclosing  check  on  your  local  bank  for 

$ ,  which  amount  has  been  placed  to  your 

credit,  leaving  a  balance  due  of  $ 

We  note  what  you  say  with  reference  to  need- 
ing the  goods  you  ordered,  and  about  which  we 
have  recently  been  corresponding  with  you,  but 


108  TURNING    HIM    DOWN 


before  making  shipment  we  must  ask  you  to 
comply  with  our  request  and  pay  the  amount 
now  due  us.  In  making  this  request  we  do  not 
consider  that  we  are  asking  any  more  than  we 
are  entitled  to,  under  the  circumstances.  It  is 
a  business  proposition,  pure  and  simple,  and  we 
know  if  you  were  in  our  place,  you  would  take 
the  same  view  of  it  that  we  do.  We  have  al- 
ways done  what  we  think  to  be  right  in  every 
instance,  with  each  of  our  customers,  and  be- 
lieve we  are  right  in  this  case.  When  we  re- 
ceive this  balance  we  will  get  the  goods  out, 
and  forward  without  further  delay,  as  indicated 
in  our  previous  letter,  etc. 

131. 

We  have  your  order  of  the  ,  but  inas- 
much as  we  were  compelled  to  hand  your  previ- 
ous accounts  to  our  collectors,  would  prefer  hear- 
ing from  you  with  advice,  which  will  assure  us, 
that  such  purchases  as  you  make  from  now  on, 
will  receive  better  attention,  when  they  mature. 
The  order  which  you  send  us,  of  course,  amounts 
to  little,  but  it  is  a  beginning.  Please  let  us 
hear  from  you  along  the  lines  suggested,  etc. 

132. 

etc.,  but  in  view  of  the  fact  that  our 

past  few  transactions  have  occasioned  a  great 
deal  of  attention  on  our  part  to  secure  settle- 
ment, would  prefer  that  you  let  us  have  remit- 
tance covering  the  order,  less  our  cash  discount, 
of,  etc. 

133. 

etc.,   would   say  that  while  we   believe 

there   should   be   no    good   reason   for  your   not 


TURNING    HIM    DOWN  109 


having  a  line  on  regular  terms  to  this  extent, 
we  have  twice  had  some  little  difficulty  in  se- 
curing attention  to  your  account  when  it  ma- 
tured, and,  naturally,  under  the  circumstances, 
hesitate  in  reopening  it. 

Please  let  us  hear  from  you,  whether  you  have 
any  past  due  indebtedness  at  this  time,  and  to 
what  extent;  also  the  names  of  some  parties  with 
whom  you  have  been,  and  are,  dealing,  and  it 
may  be  that  when  we  hear  from  you,  it  will  be 
satisfactory  to  forward  the  shipment,  although 
at  the  present  time,  in  view  of  our  past  ex- 
perience, we  would  hardly  feel  warranted  in  so 
doing. 

134. 

We   have  your   order   of   the   ,   which 

amounts  to  $ From  our  recent  experi- 
ence with  your  account,  we  regret  that  we  can- 
not fill  this  order  on  our  regular  terms;  that  is, 
we  could  fill  it  with  a  definite  understanding,  but 
you  would  make  your  own  terms  in  paying,  and 
you  seem  to  require  a  little  more  time  than  we 
can  consistently  grant.  In  fact,  we  were  com- 
pelled to  go  to  the  expense  of  collecting  your 
last  account  through  our  attorneys,  and  had  to 
pay  them  their  fee,  even  though  you  remitted 
us  direct,  etc.,  requesting  remittance. 

135. 

We  beg  to  thank  you  for  your  order,  through 

our  Mr ,  which  will  amount  to  $ , 

and  while  we  do  not  at  all  question  your  ability 
to  take  care  of  a  purchase  of  this  amount,  our 
previous  experience  with  you  was  not  entirely 
satisfactory,  probably  to  either  of  us;  and  with- 


110  TURNING    HIM    DOWN 


out  any  assurance  that  this  invoice  will  be  taken 
care  of  when  it  matures,  naturally  hesitate  to 
make  the  shipment.  We  are  holding  the  matter 
in  abeyance,  and  desire  to  hear  from  you  with 
such  information,  as  will  enable  us  to  make 
shipment,  and  have  no  doubt  but  that  you  will 
so  write  us,  as  we  presume  your  past  experience 
was  rather  one  of  temporary  circumstance.  If 
you  prefer,  however,  it  would  expedite  matters 
to  let  us  have  remittance,  less  our  usual  cash 
discount  of  %,  and  we  will  immediately  for- 
ward the  order. 

136. 

etc.  We  do  not  desire  to  be  under- 
stood as  declining  this  order,  for  we  believe  we 
are  going  to  ship  it  when  we  hear  from  you, 
as  we  understand  that  you  have  made  consid- 
erable improvement  in  your  affairs,  and  we  are 
gratified  to  learn  this. 

We  had  a  little  misunderstanding,  however, 
last  year,  and  while  we  will  not  say  it  was  en- 
tirely your  fault,  that  you  could  not  meet  your 
account  promptly  at  that  time,  we  believe  it  bet- 
ter to  take  up  the  matter  frankly  with  you,  and 
coming  to  a  definite  understanding,  matters  will 
progress  more  satisfactorily  all  around.  We 
want  to  be  assured  that  you  will  be  in  a  posi- 
tion to  take  care  of  this  account,  approximately, 
at  maturity,  and  have  no  doubt  that  you  will 
give  us  satisfactory  information  along  these 
lines. 

Let  us  know  the  amount  of  stock  you  have 
on  hand  at  this  time,  your  other  assets,  and, 
roughly  speaking,  what  you  are  owing,  and  if 
any  of  it  is  past  due.  We  could  seek  this  data 
through  other  channels,  and  have  a  request 


TURNING    HIM    DOWN  111 


made  on  you  for  a  statement,  without  us  ap- 
pearing in  the  matter  at  all,  but  believe  you  will 
approve  our  action  and  meet  us  half  way  in  re- 
establishing the  cordial  relations  which  once  ex- 
isted between  us,  consequently  are  encouraged 
to  request  this  information  from  you  rather 
frankly. 

137. 

Etc.,  .,  but  before  making  shipment, 

would  thank  you  to  kindly  let  us  have  a  brief 
statement  of  your  affairs  on  enclosed  blank,  and 
references  from  some  of  your  present  creditors, 
which  may  enable  us  to  approve  the  order  on 
our  regular  terms. 

Our  last  transactions  were  not  entirely  sat- 
isfactory— in  fact  we  had  to  hand  your  account 
to  our  collectors  at  maturity;  at  which  time  we 
also  learned  of  other  claims  against  you.  We 
have  no  doubt,  that  in  the  prosperous  times 
which  have  since  come  to  your  state,  you  have 
made  improvement,  and  it  is  along  these  lines 
that  we  desire  to  hear  from  you.  There  is  no 
reason  why  we  should  not  sell  you,  if  the  ac- 
count will  be  taken  care  of  approximately  at 
maturity.  It  always  produces  hesitancy  in  ap- 
proving orders,  however,  when  excessive  urging 
is  necessary,  to  have  an  account  taken  care  of 
when  it  falls  due. 

Should  you,  in  preference  to  letting  us  have 
this  statement,  desire  to  remit  covering  the 
order,  kindly  deduct  2%  discount,  etc., 

138. 

We   have   your    letter   of   the   inst.,    but 

upon     further     consideration    would    prefer    not 


112  TURNING    HIM    DOWN 


shipping  the  order  now  in  the  house,  on  open 
terms.  If  your  last  transaction,  had  been  the 
only  one  that  had  caused  us  unnecessary  trou- 
ble, we  should  not,  perhaps,  hesitate.  We  know 
you  are  perfectly  good  for  this  amount — in  fact, 
many  times  .$ ,  but  our  files  are  full  of  cor- 
respondence with  you  on  nearly  every  account 
that  you  have  bought  of  us,  and,  under  these  cir- 
cumstances, we  cannot  approve  business  requir- 
ing so  much  trouble  to  get  settlement.  We  might 
add,  that  a  number  of  drafts  we  drew  on  you 

through ,  on  which  we  had  to  pay  exchange, 

have  all  been  returned,  and  our  money  paid  for 
nothing.  We,  therefore,  suggest  that  you  let 
us  have  remittance  covering  the  order,  less  our 
discount  of  2%,  and  awaiting  your  further  reply, 
we  are, 

139. 

We   are  advised   by  our   Mr that  you 

contemplate  making  a  purchase  of  him,  and  in 
view  of  our  recent  transactions,  and  the  tardi- 
ness with  which  your  previous  account  was  re- 
mitted, we  would  like  to  hear  from  you  with  a 
statement  of  your  affairs,  as  to  your  present 
condition.  Recently,  we  learned  that  there  were 
some  accounts  outstanding  against  you,  and 
while  we  have  not  undertaken  their  verification 
at  this  time,  we  would  appreciate  advice  as  to 
whether  there  are  any  past  due  accounts  now 
pressing  you.  We  believe  in  frankness  in  these 
matters,  and  have  no  doubt  that  our  inquiry  will 
appear  reasonable  to  you. 

140. 

We  thank  you  for  your  order,  etc.,  which  will 
amount  to  about  $ 


TURNING    HIM    DOWN  113 


While  our  relations  up  to  this  point  have  been 
entirely  satisfactory,  we  understand  there  have 
been  some  recent  changes  in  your  affairs,  and, 
under  the  circumstances,  would  appreciate  hear- 
ing from  you  with  a  financial  statement,  and 
such  other  information  as  may  enable  us  to 
determine  upon  the  advisability  of  making  ship- 
ment. 

Should  you  prefer,  kindly  favor  us  with  re- 
mittance, less  our  cash  discount  of  2%,  upon  re- 
ceipt of  which  the  shipment  will  go  forward  im- 
mediately, etc. 

141. 

We  are  duly  in  receipt  of  your  two  orders, 
which  have  been  approved  and  will  go  forward 
promptly.  In  this  connection,  we  might  add 
that  your  previous  account  with  us  was  not 
entirely  satisfactory,  but  we  do  know,  there 
should  be  no  occasion  for  your  not  meeting  this 
account  at  maturity.  It  appears  that  you  have 
ample  capital,  and  believing  that  it  has  been 
more  neglect,  than  inability  on  your  part,  we 
are,  as  we  said,  approving  these  orders,  and 
hope  this  letter  will  put  matters  on  a  little  firmer 
basis  with  us;  that  it  will  re-establish  your  ac- 
count on  mutually  pleasant  foundations.  We 
would  suggest  that  you  watch  your  account  a 
little  more  closely  in  the  future,  and  not  let  our 
drafts  on  you  be  returned,  in  case  we  should  find 
it  necessary  to  draw.  We  hope,  however,  that 
you  will  find  it  convenient  to  discount  your  bills 
as  you  now  anticipate. 

We  are  writing  frankly,  as  we  are  your  friends 
and  want  to  be  regarded  as  such,  and  certainly 
don't  want  anybody  else  to  get  your  business  if 
we  can  help  it. 


114  TURNING    HIM    DOWN 


142. 

We  have  your  order  of  recent  date,  and  it  had 
been  approved  and  was  in  our  shipping  room, 
when  we  received  later  information  to  the  effect 
that  quite  recently  some  of  your  accounts  had 
been  forwarded  for  collection,  and  settled  with 
more  or  less  delay,  in  view  of  which  we  con- 
cluded we  had  better  hear  from  you  further,  be- 
fore opening  this  account. 

We  do  not  say  that  we  are  declining  the  or- 
der, but  of  course,  the  experience  of  others  in 
such  matters  is  a  considerable  guide  for  the  new 
creditor.  We  trust  our  letter  will  be  accepted 
in  the  proper  spirit,  and  that  you  will  feel  we 
are  entitled  to  the  information  we  are  seek- 
ing, etc.,  suggesting  remittance. 

143. 

Replying  to  your  letter  of we  confirm  oui 

telegram  of  to-day  "Your  letter  Have  bank 

send  guaranty.  Order  packed  and  ready.  Oth- 
erwise prefer  your  discounting.  Answer,"  would 
say  that  we  do  not  feel  that  we  have  intention- 
ally done  you  an  injustice,  as  mentioned  in  your 
letter.  As  soon  as  we  learned  of  accounts  against 
you,  which  were  unprotected,  we  advised  you — • 
in  fact,  your  order  is  all  packed  and  in  our  ship- 
ping room,  and  in  our  way,  and  had  we  thought 
there  was  any  likelihood  of  not  making  ship- 
ment, we  certainly  would  not  have  packed  the 
goods.  We  know  you  will  hardly  blame  us  for 
having  a  hesitancy  in  making  this  shipment, 
when  you  admit  there  are  unpaid  claims  against 
you,  and  while  we  have  no  doubt  that  you  may 
think  you  are  perfectly  right,  as  to  the  account 
in  dispute,  at  the  same  time,  mention  is  made 


TURNING    HIM    DOWN  115 


of  more  than  one  claim.  We  suggested  that  you 
have  your  bank  guarantee  this  account,  and  if 
they  do  so  it  will  be  a  happy  disposition  of 
the  matter  all  around  for  both  of  us;  or  if  you 
prefer,  you  might  borrow  the  money,  and  take 
advantage  of  %,  which  would  more  than  re- 
pay you  for  the  interest  item  involved. 

We  are  aware  that  it  is  very  late  in  the  sea- 
son, and  feel  that  with  stocks  in  their  present 
depleted  condition,  it  will  be  almost  an  impos- 
sibility for  you  to  replace  this  order  with  any 
degree  of  satisfaction.  If  you  can  suggest  any 
plan,  agreeable  to  both  of  us,  by  which  this  can 
be  disposed  of,  other  than  the  two  suggestions 
we  make,  please  do  so,  as  we  don't  want  to  dis- 
appoint you — at  the  same  time  we  must  exer- 
cise business  prudence  and  be  guided,  to  some 
extent,  by  the  experience  of  others.  We  re- 
ceived a  letter  from  our  Mr ,  urging  -us 

to  make  shipment,  and  expressing  every  con- 
fidence that  you  would  pay  the  account  when 
due,  and  regret  that  we  cannot  meet  his  views 
in  the  matter. 

Hoping  to  hear  from  you  as  promptly  as  pos- 
sible, so  that  we  may  put  the  goods  back  in 
stock  and  use  in  other  orders,  if  none  of  our 
suggestions  meet  with  your  approval,  we  are, 
with  kind  regards, 

144. 

etc.,  and  while  we  would  be  pleased  to 

make  this  concession  to  you,  regret  our  inabil- 
ity to  do  so,  for  two  reasons.  We  have  always 
allowed  actual  expenses  of  coming  to  market, 
but,  of  course,  you  will  realize  we  get  a  great 
deal  of  business  by  mail,  and  on  these  we  never 
have  credited  expense.  To  do  so  in  this  instance, 


116  TURNING    HIM    DOWN 


would  be  establishing  a  precedent,  which  would 
not  be  fair  to  our  other  trade  to  whom  we  do 
not  grant  this  concession. 

In  the  second  place,  there  is  an  understand- 
ing between  jobbers,  that  the  expense  item  must 
not  be  allowed  where  the  buyer  is  not  put  to 
actual  expenditure  in  the  matter  of  his  purchase. 

Rest  assured,  did  we  do  this  with  anyone, 
would  be  pleased  to  accord  you  the  same  treat- 
ment, but  for  reasons  previously  explained,  you 
will,  of  course,  understand  our  position  in  the 

matter.  We  will  make  shipment  on  , 

should  we  not  hear  from  you  in  the  meantime. 

145. 

We  have  your  favor  of  the  ,  and  in  ac- 
cordance therewith  have  cancelled  your  order, 
We  regret,  very  much,  that  our  explanation  did 
not  meet  with  your  approval — at  the  same  time 
while  we  dislike  to  lose  business,  we  could  not 

establish  a  precedent  of  allowing  It  would 

cause  us  untold  difficulties  if  the  matter  became 
known  to  those  with  whom  we  did  not  make  this 
concession;  nor  would  it  be  fair  to  them  to  make 
an  exception.  The  incident  is  closed,  however, 
and  while  we  regret  to  have  lost  your  business 
through  maintaining  an  impartial  attitude  with 
our  trade,  we  feel  it  has  been  no  fault  of  ours. 
We  hope,  later  on,  you  may  realize  the  justice 
of  our  position  and  may  yet  favor  us  with  some 
of  your  business.  We  shall  be  pleased  to  serve 
you  at  any  time,  and  with  our  kind  regards,  etc. 

146. 

We  have  your  favor  of   the  inst,  and 

believe   you   are   borrowing  trouble  away  ahead 


TURNING    HIM    DOWN  117 


of  time.  We  have  not  heard  any  unfavorable 
comments  on  the  prospective  season  in  your  lo- 
cality, and  believe  you  will  be  agreeably  disap- 
pointed. We  could  not,  however,  make  arrange- 
ments to  take  back  any  goods  which  you  might 
have  unsold  at  the  close  of  the  season.  We 
would  not  know  where  we  stood,  as  such  goods 
would  come  back  at  a  time,  when  we  would 
have  to  carry  them  a  whole  year.  The  matter 
of  consigning  goods  comes  up  frequently,  and  in 
each  instance  we  have  declined  to  entertain  the 
proposition,  as  it  would  mean  a  great  many 
goods  coming  back,  and  we  would  be  carrying 
in  the  aggregate,  the  disappointments  of  all  our 
customers.  Rest  assured  if  we  did  this  with 
anyone,  we  would  not  hesitate  to  extend  like 
treatment  to  you. 

Hoping  that  business  will  go  along  entirely 
different  from  your  present  anticipations,  and 
with  our  kind  regards,  we  remain, 


147. 

Our  Mr has  referred  your  letter  of  the 

inst,  to  me  and  I  regret,  very  much,  that  I 

have  been  the  cause  of  estranging  you  from  us. 
The  position  of  credit  man  is  at  best  one  of 
uncertainty.  On  the  one  hand,  he  must  make 
no  losses  for  his  house,  and  whatever  decisions 
he  makes,  are  based  upon  information  which 
comes  through  other  channels;  rarely  through 
personal  contact  with  his  trade. 

As  is  frequently  the  case,  this  information 
passes  through  many  hands,  before  it  reaches 
him,  and  occasionally  an  injustice  is  done  the 
one,  on  whom  the  report  is  made.  These  mis- 
takes are  to  be  regretted,  and  yet  are  very  dif- 


118  TURNING    HIM    DOWN 


ficult  to  overcome.  In  your  case,  as  subsequent 
reports  show  very  plainly,  your  order  should 
have  been  approved  without  question.  Mistakes 
will  happen  with  the  best  of  us,  and  I  hope  you 
will  view  the  matter  generously  and  not  hold  us 
to  account  for  having  done  what  you,  no  doubt, 
would  have  done,  were  our  positions  reversed. 

I  wrote  Mr about  this,  and  he  informs 

me  that  he  had  quite  a  talk  with  you,  a  short 
time  ago,  and  expressed  the  hope  that  you  might 
reconsider  matters  after  his  explanation,  and  I 
join  him  in  this  respect,  etc. 

(Signed  personally.) 


Index  of  the  letters  contained  in  "TURNING  HIM  DOWN" 

(See  Page  35.) 

ACCOUNTS      WITH      WHOM      WE      HAVE      NEVER 
DONE    BUSINESS. 

Acknowledgment  of  first  order  (it  having  been 
approved)  1  to  3 

Declining  orders,  because  of  indefinite  infor- 
mation   4  to  9 

Acknowledging  letter  from  customer  offering 

statement  upon  which  his  order  is  approved..  10  &  11 

Acknowledging  small  order  from  customer,  from 
meagre  primary  reports,  apparently  good,  but 
preventing  a  second  order  until  credit  risk  is 
adjudged  12 

Declining  orders  because  of  limited  capital 

: 13,  16,  17  &  18 

If  salesman's  order,  apprising  him  of  its  being 
held 14  &  15 

Declining  order,  limited  capital,  whose  prede- 
cessor wa's  unsuccessful  19 

Declining  order,   limited  capital,   city  account...         20 

Declining  order  because  of  disproportionate  in- 
debtedness   21  &  22 

Inquiring  details  from  party  carrying  the  indebt- 
edness   23 

Declining  orders  because  of  past  due  indebted- 
ness, suggesting  guarantee  24  &  25 

Declining  orders  because  of  pa'st  due  indebted- 
ness, suggesting  remittance  26 

Declining  orders  because  of  chattel  mortgage, 
suggesting  guarantee 27  to  29 

Declining  orders  because  of  chattel  mortgage, 
suggesting  remittance  30 

Declining  orders  because  of  chattel  mortgage, 
city  account  31 

Second  Letters,  If  Without  Reply  to  Our  First. 

Limited  capital   32,  paragraph  "A" 

Past  due  accounts 32,  paragraph  "B" 

Chattel  mortgage    32,  paragraph  "C" 

"Presuming"  first  letter  miscarried   33 

Expressing  "surprise"  at  not  receiving  an  an- 
swer    34 

Second    Letters,   If  Our  Replies  Are   Unfavorable,   and 
in  Which  We  Maintain  Our  First  Decision. 

Limited  capital  35,  37  &        38 

"Limited  capital   (when  his  reply  ignores  request 

for  references,  etc.)    36,  39,        40 

Disproportionate   Indebtedness 41  &  42 

Past  due  accounts   43  &  43    "A" 


Chattel  mortgage    44,   45,   46  &        64 

With  Reference   to   Chattel  Mortgages: 
Declining  unsatisfactory  security  or  guarantor. . .         47 
When    mortgagor    prevails    upon    mortgagee    to 
write    us,    speaking    well    of    him    and    recom- 
mending  credit,    etc 48 

When  we  are  offered  guarantor,  who  speaks  well 
of  customer,  but  refuses  to  guarantee  the  ac- 
count    49 

When  customer,  whose  account  has  been  guar- 
anteed, requests  an  extension  50 

When    guarantor    returns    draft    unpaid,    before 

resorting  to  attorneys  for  collection 51 

When  a  reasonable  doubt  exists  as  to  wisdom  of 
declining  an  order,  the  following  suggest  part 

payment  52  to  54 

Acknowledging  receipt  of  references 55 

Where  banks  and  attorneys  are  given  as  refer- 
ences, to  the  exclusion  of  merchandise  creditors  56 

Pretends  first  letter  never  received 57  &  58 

If  order  is  "cancelled"    59  to  63 

Second    Letters,    If   Replies   Are    Favorable. 

Past  due  indebtedness  65 

Limited   capital    66  &  67 

Limited  capital,  when  references'  reply  satisfac- 
torily and  order  is  approved 68  &  69 

Heavy  indebtedness    70 

Past  due  accounts   71  to  73 

When    remittance    is    sent    disproving    previous 

information    74  to  76 

When  information  is  untrue  and  party  demands 

of  us  the  source  of  same 77 

When  remittance   covers   order 78 

Influencing   guarantor   of   a    specific    bill    into   a 

"blanket"    guarantee    79  &  88 

Chattel  mortgage    80 

Replying  to  inquiries  "if  we  will  ship" 81  &  82 

Urging  remittance  because  of  late  season.. 25,  47,        83 

Replying  to   "Complaint  of  delay" 84  &84    "A" 

Declining  second  orders,   see  Section  XXX,   page        27 

OLD  ACCOUNTS,  WHOSE  CREDIT  WITH   US   HAVE 
BECOME    IMPAIRED. 

Declining  orders  because   of: 

Limited  credit,  when  "limited  customer"  endeav- 
ors to  lap  bills  85 

If  second  letter  i's  necessary 86 

Intimating  to  an  account  with  a  larger  credit 
limit,  that  an  order  just  received,  while  ap- 
proved, is  the  complement  of  an  understood  line 
of  credit,  and  suggesting  remittance  on  ac- 
count   87 

When  limit  of  a  "guarantee"  has  been  reached.. 88,  79 
Implying   credit  limit    89  &  90 


Slow  pay  (small  account) 91 

Holding  the  larger  account  to  a  certain  limit. .  .92  to  96 
Second  letters,  when  he  sends  statement,  refer- 
ences             97 

Second  letters    suggesting    "compromise" 98  to  100 

Past  due  account  101  to  103 

Past  due  account,  approving  order  and  suggest- 
ing notes  for  past  due  balance  102 

Past  due  account,   implying  order  is  being  held 

104  &  105 

Past  due  account,  frankly  stating  order  is  be- 
ing held  until  past  due  account  is  taken  care 

of    106  to  119 

Past  due  account,  when  customer  expresses  ap- 
prehension as  to  Ms  order  being  filled 120 

If  letters  85  to  120  receive  replies  we  answer: 
If  fair  sized  remittance  on  account  and  we  de- 
cide to  ship 121 

If  he  cancels  his  order 122  or  123 

Favorable  decision  (slow  pay)   124  &  103 

Unfavorable    decision    (slow    pay) 125 

Unfavorable  decision  (slow  pay)  when  he  remits 
an  amount  on  account  not  in  proportion  to  due 

account    130 

Unfavorable     decision      (slow     pay)      suggesting 

methods  of  getting  in  better  shape 127  to  129 

Letter  written  by  salesman  to  his  customer  (re- 
inforcing our  letter  No.  125),  suggesting  re- 
mittance or  security  126 

Declining   Order   Because   Account   Previously   Un- 
satisfactory: 

When  former  account  was  collected  with  dif- 
ficulty   132,  133,  135..  136 

When  former  account  was  collected  through  at- 
torneys  131,  134,  137 

When  former  account  was  chronically  'slow  and 

contentious    138 

When      an      account,      formerly      unsatisfactory, 

makes   inquiry  as   to  his   present  standing 139 

Declining  an  account,  formerly  good,  but  which 
late  information  indicates  has  since  become 

hazardous   ,. . .       140 

Reopening  an  account  previously  unsatisfactory. .       141 

Declining  an  order  just  before  shipment 142  &  143 

Declining  to  allow  impossible  concessions 144 

If    order    is    "cancelled"    reinstatement    may    be 

influenced  by 145" 

Replying  to  the  party  who  after  order  has  been 
shipped,  hints  he  will  accept  them,  but  wants 

privilege  of  returning  unsold  portion 146 

Regaining  an  account,  previously  lost  by  mis- 
leading credit  information  147 


18686 


468535 


- 


UNIVERSITY  OF  CALIFORNIA  LIBRARY 


